Marketing anything to clients takes a proactive approach. Some of your clients will ask about the latest and greatest accounting solution – most will not. If you believe that a cloud based accounting system is better for your clients then you need to promote it.
The benefits (to your client) of a cloud based accounting system are very compelling:
- Data integrity – especially when the accounting system is linked to the warehouse, point of sale or inventory system
- Real time and accurate reports – enables your client to make better management decisions
- Connection to the Accountant – so you can advise them if something is not working the way it should
- Reduced costs – no more software upgrades and expensive hard drive systems
- Mobility – access the data anywhere, anytime from any device
All of this leads to enabling your client to run a better business. A better run business means jobs, improved cash flow and economic growth.
Unless your clients know about these benefits then they are not going to switch from their current system to a new one. That’s where you come in. Your clients trust your recommendation – you just need to recommend!
Without a doubt the best way to introduce cloud accounting to your clients is by running events of some sort. The event could be a large scale business seminar, a private boardroom briefing, a small workshop or similar. Your clients need to ‘see’ the product, understand the benefits, how it will impact their business and then make a considered decision. You can certainly meet with your clients ‘one on one’ but that is quite slow.
When running events you need to offer some value – not just selling. The best attended seminars are where the business owner can take away ideas they can apply right away. That might include; cash flow management, KPI reporting, profit improvement or revenue growth. A short 2 hour event will do the trick which includes a ‘demo’ of the new system and Q&A. It will also show that you are serious about staying on the leading edge and looking after your clients.
Talking of seminars. At my upcoming seminar ‘Capitalising on the Cloud’ I will be showing you in more detail how to run events and promote cloud accounting to your clients. I will even show you a pre-formatted presentation (with content) that you can use at your event. You can also get access to a full system kit to give to your administrator so the event runs smoothly. My seminar is visiting 14 cities starting on March 17 in Newcastle. For more information and registration details go to www.cloudseminar.com.au