Episode #061 Strategy Part 2: Follow Ups and Being Found Online with Angie Martin

Turning Marketing for Bookkeepers into a business enhancement tool

In the last episode of The Bookkeepers' Voice, Amy Hooke spoke with The Savvy Bookkeeper’s Client Relationship Manager, Angie Martin, about all things Sales Strategies. 

Since there was so much valuable information discussed and a real insight into how passionate the team at The Savvy Bookkeeper are about the growth of start-ups and small to medium businesses we decided to come back and continue our discussion about Sales & Marketing.

During this episode Angie and Amy are going to review the importance of sales follow ups and being successfully found online. Prepare yourself bookkeepers, there are going to be a few fun #truthbombs discussed in this episode!

Key Takeaway:
“Your in-charge of following up with your clients to help them success so you can succeed.”

Podcast Info

Episode: #061

Series: General

Host: Amy Hooke

Guest speaker: Angie Martin

Topic: Grow Your Business

Useful links

• Sell Your Value Masterclass:
https://thesavvybookkeeper.com.au/sales-pitch-masterclass

• Free Introductory Learn Your Value Mentoring Session with Angie Martin:
https://thesavvybookkeeper.com.au/freestrategy

Business Plan Template:
https://thesavvybookkeeper.com.au/getbusinessplan/

• Business Planning Webinar:
https://thesavvybookkeeper.com.au/bookkeeping-business-plan/

Airtable:
https://thesavvybookkeeper.com.au/airtable
* Affiliate Link

• BLOG: Take Your Bookkeeping Business to the Next Level from The Savvy Bookkeeper:
https://thesavvybookkeeper.com.au/marketing-your-bookkeeping-take-your-bookkeeping-business-to-the-next-level/
** This has a links to various CRMs that Amy + Angie mention.

• Part One – Episode #060 Sales Strategy Part 1 Creating Your Sales Strategy With Angie Martin
https://thesavvybookkeeper.com.au/Podcast/bookkeeping-marketing-sales-strategy-part-1-creating-your-sales-strategy-with-angie-martin/

Read transcript

Amy Hooke:

Hi everyone, thank you for joining me again. For those of you who caught up with Angie and I in the last episode, as you know, we're trying to keep our episodes a little bit shorter just for people to be able to conserve their time. We did actually go a bit longer and we decided to make it into two episodes. If you miss the first one, make sure that you skip back, but we've been basically talking about the sales strategy and so we've covered a little bit of the topic, so we talked about what is the sales strategy, what's the importance of having a sales strategy and the importance of following up. Now, we're going to be continuing on with this, the rest of this topic where we're going to talk a little bit more about the followup process. Also, the importance of being found online and also what the difference's between sales and marketing. Make sure you jump back and listen to that. But if you decide not to, this is Angie, everybody.

Angie Martin:

Hi, everyone. Thanks so much for joining us again for our second edition of this and I hope you have fun and just get inspired to take a look at your business and grow a bit.

Amy Hooke:

Excellent. Sounds fun. All right. Let's jump into it. Do you want to talk a little bit about the followup process?

Angie Martin:

Yes. I love followups.

Amy Hooke:

Yeah.

Angie Martin:

I think, there is a massive thing about followups and they're typically ignored. I kind of mentioned them a bit earlier, but basically all the followup is exactly what it sounds like. It's following up to see what's happening with the potential client or an existing client.

Angie Martin:

All it is, is creating that process that you call them and see how it's going. If you have a new potential client, call them and see what they thought of your proposal or see what's happening in their lives. If it's an existing client, do they need more or less services from you? It can be as complex or as simple as you want it to be, the whole process. You need to have the process to check in, it's basically just a checking system.

Amy Hooke:

Especially with bookkeeping as well, I think that the sales process, it can be quite long. Like you can get a phone call and then not hear from the person for three months, sometimes.

Angie Martin:

Yeah.

Amy Hooke:

Some people are like, “I'm ready now.” But other people, there's different timelines, everybody's on their own timeline and doing that followup gives you the opportunity for that person to come and say, “Actually, I'm a bit busy right now. Can I get back in touch with you next month?” Or something like that. Then you know …

Angie Martin:

Then don't wait for them to get back in touch with you, wait the month and then the next … [crosstalk 00:02:51]

Amy Hooke:

Then follow them up.

Angie Martin:

Follow them up, and call them and go, “Oh, last time we spoke you mentioned you were going to call me, but I figured you're too busy doing what you do. I thought I'd give you a call and just catch up.”

Amy Hooke:

Even doing that, that reduces the need to actually try to sell because I can tell you I've had a lot of business owners call me and say that they've sent website inquiries or called bookkeepers and then nobody ever got back to them, they never heard anything. Sometimes you win the job because nobody else is getting back or they're just getting auto-responders and stuff like that.

Angie Martin:

That's why we're doing this podcast.

Amy Hooke:

Yes. I knew there was a reason.

Angie Martin:

Wake up moment.

Amy Hooke:

So good.

Angie Martin:

Yeah. There's actually so many different ways that you can implement a followup system. You can do something as simple as having a table in Excel or Google documents or you can do something …

Amy Hooke:

Airtable.

Angie Martin:

Or Airtable.

Amy Hooke:

Free version.

Angie Martin:

Yes.

Amy Hooke:

I'll put a link in the comments. I love it.

Angie Martin:

Yes. Absolutely. And basically what these kind of platforms can do and what Airtable is really good at doing, is we call it, in the profession, it is a customer relationship management. It's a CRM.

Amy Hooke:

Yes.

Angie Martin:

The best way you can follow up is by having your own version, it can be what ever application you want of a CRM and it's good for existing or new clients. It's creating that reminder system to actually call them and catch up to see what's happening. Having the best kind of CRM systems actually allows you to have notes in there so that you can remember when it's their birthday or if they just went on holidays because if they went on holidays, chances are they're not going to make any decisions about getting a bookkeeper until they catch up from being on holidays. It just really helps remember who your clients are and what's happening in their world. You can be a bit more empathetic to what's happening to them. There's a few different ones out there that are really, either there's free versions like Airtable, Excel is free, Google … What's it called in Google? Google …

Amy Hooke:

Google sheets.

Angie Martin:

Google sheets, that's it.

Amy Hooke:

The spreadsheet. Yeah.

Angie Martin:

Yeah, the spreadsheet. Then there's also ones that you can pay monthly or yearly fees that are really cost effective.

Amy Hooke:

Yeah, I think ActiveCampaign is a more affordable one, a low priced CRM.

Angie Martin:

Yes.

Amy Hooke:

There's another couple of ones. I don't know the price points, but there's Pipedrive. I know a lot of book …

Angie Martin:

Pipedrive is the leading.

Amy Hooke:

Is that a big one?

Angie Martin:

Least expensive. Yeah, it's one of the ones that's not as high in price point. I have in the past worked with it before for a few different clients and it's much more cost effective and it just keeps things organised. Mainly if you don't …

Amy Hooke:

HubSpot has a free version but upgrading to the paid versions probably not really reasonable for bookkeepers, depending on the size, but they have a free version.

Angie Martin:

There's Monday. Monday does a really fairly priced one as well.

Amy Hooke:

Teamwork which is the platform that we're using. We don't use their CRM because we're on HubSpot, but Teamwork have quite a basic CRM which is all bookkeepers really need.

Angie Martin:

I was just going to say you don't need, unless you are a large bookkeeping business and you have multiple employees, you don't need the big ones like HubSpot or anything like that. All you need, especially when it's just you, you just need one of the simple ones where you can tell which ones are your leads, where they are in your actual sales strategy and places to keep your notes and reminders to actually call and follow them up. It doesn't need to be this massive expense to do it, but they just help create the follow up process to help you really grow and create that implementation to know what's happening in your client's lives, like what's happening in their business.

Amy Hooke:

Exactly.

Angie Martin:

A client has, let's say it's a small business. The owner works by itself, let's say it's a Tradie and their mom has come with cancer. Realistically, they're not going to be able to work as much. You need to be able to call them as a bookkeeper and go, “Okay, so let's go over your cashflow. Make a plan to help grow and keep your business going while you're doing other things with your life.” For any bookkeeper that has a business that for some reason or another isn't going to be able to work the way it normally does, it's so important that you're able to comfortably follow up with them and create the alternatives, create the worst case scenarios. So it's there, there's a plan there. That's done for your followup processes.

Amy Hooke:

Yes, that's right.

Angie Martin:

That's so important because there's always something happening. I know just my personal life, my partner has a really successful business, but when his mom came, she basically had 10 years of dementia happened within a couple months. He couldn't do what he was usually doing and his bookkeeper didn't come in and kind of go, “Okay, let's create a plan for this so you cash flow can still be positive while you're paying your employees. If you do take the initiative and show that you care about your clients' businesses, it goes a long way and it really helps them instead of one day having to close their doors.

Amy Hooke:

Yes. Yeah. That's right. Exactly. Exactly. We talked a little bit before about people finding you via your website or being found online. Did you do want to talk a little bit about the importance of being found online and social media and then how sales and marketing actually relate together? Because most people think of sales and marketing, it's the same thing. They actually don't.

Angie Martin:

It is not.

Amy Hooke:

Yes, they don't.

Angie Martin:

It is not. I, after all the years, I've been so passionate about both of these sectors and especially I find it so interesting with bookkeepers is that marketing is not just marketing, it is digitally digital marketing. Bookkeeping is one of the amazing industries that it can all be done online now. It's so important, and the digital marketing is actually where you get your lead generation.

Amy Hooke:

There's another word, another lead like leads, lead generation. That's another Sales and Marketing lingo: lead generation. Yeah.

Angie Martin:

Yes, so what is lead generation?

Amy Hooke:

Yeah.

Angie Martin:

Well, Lead generation is basically, so the word lead is your potential new clients.

Amy Hooke:

Yup.

Angie Martin:

Generation is creating new potential clients. That's all that.

Amy Hooke:

Yeah.

Angie Martin:

Think of it like that. Lead generation by getting that, you can use social media, you can use your own website, you can use Google. There's so many things you can even go on things like Airtasker or you know, a different services like Oneflare or you know, even just … Facebook is amazing. Like the things that you could do now and all of that, being able to be found online is so important and it's definitely has nothing to do with sales. It's the step before you can get the sale.

Amy Hooke:

Yes.

Angie Martin:

They're kind of a revolving thing. First you want to make sure your digital marketing is in place so that you can get people coming to you and then you want to have your sales strategy so that they can actually understand what you do and so that they want to stay with you.

Amy Hooke:

I love it. Yeah, and I think doing that groundwork in the sales strategy, like developing your pitch, like being able to clearly articulate what you do, who you do it for, why you do it, and even a little bit on how you do it to be able to … I think if that groundwork hasn't been done, then it's going to be the same as what Kate Toon joked about last week in our podcast. Anyone with a wallet and a heartbeat, they come along and we just take on anyone. Or also someone will say, “Oh yeah, I want to get some social media off the ground or I want to be doing this.” Then I said, “Who is your target market?” Not just like, “What are we pitching?” But, “Who are we pitching it to?” I think once you get more clear about those things, you can like flat out be able to say, “I'm not going to waste my time on this particular platform because I know those types of people are not there, for example.” It just helps so much to have that.

Angie Martin:

I actually love Kate Toon's episodes last week.

Amy Hooke:

Right. Oh my gosh, yes. Thank you for saying that.

Angie Martin:

Basically, with all of that, I have four tricks. The first one is the most important, it's something that I know Savvy and you are really passionate about is having a business plan. I don't care how amazing your business plan is in your head.

Amy Hooke:

Get them Angie! Get them!

Angie Martin:

Unless it is written down. Yeah. Actually officially out of your head officially out there. You're not going to be able to create a marketing plan, a sales plan, a pitch, any of it, because you need to properly be able to communicate. You need to be able to give your business plan to someone else, them read it and understand what you're doing.

Amy Hooke:

Yeah.

Angie Martin:

Because in your business plan, you basically do your pitch. You go through what you do for your clients, you go through your marketing plan, you go through who you want your clients to be and how you're going to do it.

Amy Hooke:

Yeah.

Angie Martin:

Most of all of the work can be done in your marketing plan.

Amy Hooke:

Yeah.

Angie Martin:

It is so important, and it's so good just for yourself to say, “I know all of these things because I have it right here.”

Amy Hooke:

Yep.

Angie Martin:

It's so good, and it helps. My tips that I always give businesses is have marketing plan. First, have a business plan, have a marketing plan, know your market, get online and follow up. You can't do any of that without doing the first step. That's what the sales strategy is, is making sure that each step of the way you can take your potential clients and your existing clients along with you.

Amy Hooke:

Yeah.

Angie Martin:

That's really what it is in the simplest terms.

Amy Hooke:

You made it sound so easy. Great.

Angie Martin:

It's easy.

Amy Hooke:

It isn't AND it isn't. I mean like doing a business plan, I think the problem is so sometimes people assume, because I work with bookkeepers that I already know their business when they come to work with me. Someone will say, “Hey, like can you do my social media marketing?” I'm like, “Well, I don't actually know your business,” which is why I always do the upfront Four sessions so whenever someone wants to work with me, they have to go through these first introductory section so I just dig in to ask a million questions and I write down everything. I didn't even make my clients write stuff, they don't even to take notes.

Amy Hooke:

I write everything down and I extract all that information out and I get this kind of like high level overview, start with that and then start to delve deeper into these other things and some people think that because I work with bookkeepers like, “Why are we doing all of these? Don't you already know bookkeepers?” It's like, “Well no, because you guys wouldn't know because you're just you.” But every … [crosstalk 00:15:12] there's such diversity in our industry. It's completely one bookkeeper's different to the next. It might be a few similarities, but there's so many differences that I really need to actually go through that process with every single client before I can even make a recommendation kind of thing.

Angie Martin:

The way I kind of try and put it into perspective for people is cutting someone's hair. Everyone's hair is different.

Amy Hooke:

Definitely.

Angie Martin:

Someone's hair is different and every hairdresser knows that you can't cut the exact same for everyone. Not everyone can wear the same haircut.

Amy Hooke:

Yes.

Angie Martin:

Some people look horrible with different haircuts.

Amy Hooke:

Oh, my god. Yes. Exactly.

Angie Martin:

Same for businesses. No business has the same marketing or social structure. No business can have the same hair or get the same cut. Everything is individual, and that's what makes businesses so special to work with, is that everyone is an individual and you just have to learn what it is and then you can help support them and help them grow just like your hair.

Amy Hooke:

Exactly. For those of you who have not seen Angie, she has a very cool haircut by the way. It's kind of like the asymmetrical, she's got this like colourful tips in the end.

Angie Martin:

With a blue.

Amy Hooke:

Yeah, and I'm just thinking like if I tried to do that haircut, like I have this kind of really thick hair that turns into what we call Christmas tree hair. Like I feel like even my current cut is just like a little bit slightly a bit more Christmas tree-ish than the last time, but yeah.

Angie Martin:

Yeah, I have very thin hair. Like it's one of those things. When I was young I used to have really long hair because I thought it was beautiful and then I got my hair caught off one year and I was like, “Oh my gosh, it looks so much better. I should never have long hair again.”

Amy Hooke:

Yeah.

Angie Martin:

That's the same for some businesses. Some businesses might think that all of their customers are just in their neighbourhood …

Amy Hooke:

Are the same.

Angie Martin:

… in their downtown, but they are not. No business is the same, and no marketing strategy as well. I think this is what people don't get, is no marketing strategy is the same. You can't do the same for SEO, which is Search Engine Optimization. Sorry about the lingo.

Amy Hooke:

Yup, that's all right. Kate explained it last week, so [crosstalk 00:17:47] …

Angie Martin:

She did? I think the biggest misconception is social media. Social media is 100% not the same for bookkeepers. There's so many different bookkeepers that you can't even say the same sentence. You have to change a certain sentence for everyone because your clients are different and what you do is different. There're some bookkeepers that like to do the business next door best friend persona where that's what their kind of clients are. Then there're bookkeepers that do intensely corporate personas and deal with those kinds of businesses where if you put a picture of, let's say … The other day, I think I posted one of me skydiving or something like that, you could put that on the more personal bookkeeping Facebook, but no way would you put that on a corporate Facebook page with corporate clients.

Amy Hooke:

Yeah, exactly.

Angie Martin:

You have to understand what's the correct approach and by having your sales and marketing strategy and your business plan, you know what you can and can't do because it's there. It's written down.

Amy Hooke:

Yes. It's so true. Yeah. Like sometimes people that I work with they say, “I'd love to reposition myself and maybe get a bit more into consulting work,” or they might want to work with bigger clients and move away from these small quarterly clients and things like that. But then you know, the messaging needs to align with that. Otherwise, people yet the talk of clients that you're wanting to work with, they won't really necessarily pay attention.

Angie Martin:

Exactly. One thing we haven't really mentioned, I'll do it really quick, but websites.

Amy Hooke:

Yes.

Angie Martin:

You need to have a website for one so that people can look up who you are, whether it's a Tradie or it's a multimillion dollar business. Everyone wants that reassurance that you're a real business with a background, with clients, with reviews, with substance. That's what a website can create and it makes it so much easier to have the sales strategy with the website and the marketing, so it's all in one place and it's something that your possible clients can go to, to learn more so you don't have to educate.

Amy Hooke:

I know, I was about to say, it saves you from explaining things.

Angie Martin:

It saves you time over and over again. “Oh, just go to this page, check this out.” It saves it and it just really, really helps to have one, so it's definitely an increase in …

Amy Hooke:

Oh, I love my website. That's where I've got all my clients over all my years of working in business because people say … There's a bit of a thing in the industry. People go, “Oh, you can't get good clients from websites. They're all like that client. They're all shopping on price and blah, blah, blah.” It's absolutely so untrue that it's not funny. Like I've got a bad deal …

Angie Martin:

It depends on what's your website, if that's what's on your website saying that you [crosstalk 00:20:43] … bookkeeping or affordable bookkeeping, that's the clients are going to be attracting. Again, you need to know what …

Amy Hooke:

Yeah, or if you just have the most generic website ever, of course you're not going to get good leads. You'er just going to get your tire kickers and stuff. But I love my clients. I've got a fantastic range of clients that have all come from my website and like I get a few idiots every now and then but …

Angie Martin:

Well, that's because you know who you want to work with.

Amy Hooke:

Yeah, that's right.

Angie Martin:

You have a really solid point of view of what needs and what pain points you are solving. When you have that, everything just comes so much easier.

Amy Hooke:

True.

Angie Martin:

You don't have to deal with those clients that you don't want to work with or the employees that don't work out because they don't do anything. It's because you have that knowledge.

Amy Hooke:

Yes. Yeah. That's exactly right. Exactly. All right, yeah, I guess obviously we've got a couple of resources that we can share with everybody. When we were planning all of these, I totally forgot about that master class idea, but I've got that, that's all ready to go so I can …

Angie Martin:

I would actually go live again, I think.

Amy Hooke:

Yeah. Yeah, exactly. It was really quite funny talking. It actually fits in really well with what we're talking about. Because I didn't realise when I first created this masterclass it was actually called … This is going to freak you out, no, it's not going to freak you out, but it'll demonstrate the value of a pitch, right? When I created this first webinar, because all I wanted to do is get bookkeepers to do their business plan. Because I saw on the ICB survey, the 2015 survey, that only 20% of bookkeepers running a business had a business plan and I was so offended, I was like, “Oh no, how could we do this? Like we're not practising what we preach. We've got to really get across being on top of our own businesses if we're going to be teaching and supporting other business owners.” I was like, “Okay, this is my mission. My mission is for all bookkeepers to have a business plan.” Obviously quite broad there.

Amy Hooke:

I just found, I was so excited about it. I thought Bookkeepers would be excited about it as well and they were interested and I did a…. Anyway, so I had this master class and I did have a light fair range of people that went through that like when it first launched, but I realised many years down the track or a couple of years down the track that what I taught in that master class was how to start your business plan and many years down the track.

Amy Hooke:

I've realised that what I taught in that master class is how to create your sales pitch, how to create your pitch for your business and actually also define your target market and even how to pull it all together at the end so that you can actually deliver it as a … Like you can use it as the framework for presentation in a networking meeting or anything like that. I go through this process and I literally show you how to get all this information out of your head, kind of put it into a very, very simple format that can literally be copied and pasted onto some slides if you have to go to a BNI group or it can be memorised. If you have to do an elevated pitch or whatever they call it these days and that kind of thing. It's like, “Oh wow.” When you see things from it, so I was just seeing it from this perspective of only, “I just want bookkeepers do a business plan, but I didn't realise that I had created these programme to help you to develop the sales pitch.”

Angie Martin:

Because it's so similar.

Amy Hooke:

I rebranded it.

Angie Martin:

Yeah. It's amazing. Like everyone says, business plans and sales strategies and just strategies in general are so boring. I actually think it's that one of the most exciting parts of a business because it's you communicating why you're passionate about this amazing thing you've created. That is your business. This is why you've created your business. It's exciting to get it out there and to get it to be able to easily communicate it with potential people you want to work with as to why you're passionate, to get them passionate to work with you.

Amy Hooke:

Exactly.

Angie Martin:

It's exciting.

Amy Hooke:

It is exciting. The other cool thing is because I think I'm really good sales person for a bookkeeper but, I think it's because I understand my value and I know how to actually articulate it. I know that business owners don't care about bookkeeping. I've actually realised that like what I do is not really about bookkeeping. It's more about what they use the numbers for afterwards. Like for me, like I started to realise that I don't do bookkeeping. I actually help small businesses to grow their profits. I say profits because not every business owner wants to get big, they don't want to get bigger in size, but everyone wants to be more profitable and I help them to automate their workflow.

Amy Hooke:

I help them understand their processes and I help them to identify spots in their business where there is actually bottleneck in their cashflow. Like that's what I do. Now it's like, “Cool.” I can say, “I'm a bookkeeper.” They go, “Oh, what does a bookkeeper doing go?” “Well, what a bookkeeper does is it helps small businesses grow their profits and unlock hidden cash flow and automate their workflows.” They're like, “Oh, I didn't know.”

Angie Martin:

Everyone should be writing that down.

Amy Hooke:

No, don't write it down. It's mine. It's mine. No, I don't care if you copy it because to be honest, I have a different target market to you anyway.

Angie Martin:

Yeah, no. It's one of those things, create that statement to make it your own. Because once you can put what you do in that kind of communication sense, that's when you're going to get your clients excited about working with you.

Amy Hooke:

Yes. Exactly.

Angie Martin:

Putting it in terms they understand.

Amy Hooke:

Exactly. Everyone is like, “Oh, yeah.”

Angie Martin:

In your own sentence.

Amy Hooke:

Yeah, “I'd love to sort out my workflow. I'd love to find more profit and cashflow in my business. That sounds good.”

Angie Martin:

Yeah. That's how you can continue to grow. Some bookkeepers you don't want to grow your business and that's fine. Again, like you just said, like any business owner, you want to make more money.

Amy Hooke:

Yeah.

Angie Martin:

You can do it that way by really showing your own …

Amy Hooke:

I love that. All right, someone can have these for free. I help small businesses to make more money.

Angie Martin:

Yeah.

Amy Hooke:

“How do you do that?” “By making sure their bookkeeping is accurate and that their businesses are compliant and that the ATO is not going to ever audit them or take them to jail or anything like that.” I have had clients come to me in the past who were getting threatened.

Angie Martin:

It's a thing.

Amy Hooke:

It's a real thing. Yes, I love that. Someone can have that one for free. Maybe not the bit about the jail, but the first.

Angie Martin:

Maybe take out the jail bit. That's all a sales strategy is it's finding what you do and being able to create that sentence. It's one of those things, I think it's exciting and I'm so passionate about being able to help people to do that because [inaudible 00:28:02] …

Amy Hooke:

You don't have to be into advisory. I do advisory, but the thing is you don't have to be into that. Like I love Penny Carol, I don't know if you're listening to Penny. But Penny is a really cool chick. She just really tells it like it is, and Penny's like, “I do bookkeeping. I do my clients compliance basically.” That's her value proposition. She's like, “I do all of this horrible stuff that they hate doing so they don't have to do it.” That's cool.

Angie Martin:

There you go.

Amy Hooke:

It doesn't have to be fancy. It doesn't have to be advisory. It doesn't have to be helping them with their cashflow. Gosh, there's so much pressure for bookkeepers to have to know how to do budgeting and cashflow and a lot of bookkeepers don't know how to do that. It's just like find what you're good at …

Angie Martin:

And finding what you like.

Amy Hooke:

What you like. Yes.

Angie Martin:

Yeah, I always had these conversations with our clients when I'm trying to figure out how we can better help and support them. Usually most of my conversations I end up going, “What do you like doing in your business? What is it that you're passionate? What keeps you going?” Especially for the businesses who you know are having a bit of a struggle or not sure if they want to keep doing it. I basically break it down to, “Well what do you love about bookkeeping? What do you like doing?” It might be rescue jobs. Like there's a couple of our clients that they just prefer to always do rescue jobs.

Amy Hooke:

Yeah, I hate maintenance bookkeeping. It's so boring.

Angie Martin:

I was just going to say, and then we have the ones who only want to do the maintenance or only want to do the payroll and that is fine, there's …

Amy Hooke:

Guys we need to work together.

Angie Martin:

… nothing wrong. Exactly. There's nothing wrong with that. Put that in a way that you can say, “I manage your payroll systems so that you know your employees are being paid properly, they stay happy and they want to come to work every day to work for you.

Amy Hooke:

Yes, exactly.

Angie Martin:

Think of it, what they want to hear.

Amy Hooke:

I love it. It's just so helpful. I don't know, how would you feel about helping some of our listeners to actually put a pitch together?

Angie Martin:

I'd love it. I think it would …

Amy Hooke:

It would be amazing.

Angie Martin:

I think it would be awesome. Especially, so many of our clients have such amazing businesses and amazing clients that when I talk to them, it's one of those things I could see where they can go if they could just sort out their pitch and be able to communicate that.

Amy Hooke:

You just have so much knowledge and insight. Like even just now, like obviously I work with you and like nearly everything you've said today is just been like, “Whoa.” Like even my mind is blown and I think I'm pretty good.

Angie Martin:

I read it a lot.

Amy Hooke:

Yeah, that's right. I think I'm a pretty good sales person for a bookkeeper, but man, you've just got so much wisdom and practical advice as well. Obviously, I'd love for people to come and do the creating of pitch masterclass, which I'll include a link to that in the notes, but the other thing I'd like to invite you to do is actually come and work one on one with Angie. If you do that you'll have access to the recording of the pitch masterclass. You'll be able to actually go through that to kind of lay the foundation, but I think there's real insight for some people. Obviously, some people can just watch the masterclass and go through and then there's other people if you're a bit more like me, I found myself really stuck all the time. I needed other people's perspectives as well as the foundational knowledge. Like I needed the, the information, like the technical or the foundational information, but I needed someone else to kind of shine a light and highlight for me what my value actually is. The stuff I can't see about myself.

Angie Martin:

I think that's something bookkeepers have a really hard issue with is because you're so focused on supporting other businesses and bookkeepers are so amazing. They are typically just so not boast worthy of what they do. Like most bookkeepers don't talk about how amazing they are and how much money they can help people save or find or anything. It typically takes that a person to come from the outside to go, “Okay, so tell me about your business.” Then from there you can create so much just by doing that, and it's exciting to be able to do that with people. I think it would be great for people to come and chat with me and sort that out.

Amy Hooke:

Yes, definitely. I think that would be, yeah, I just think that would just add so much value to our community and especially those who are sort, they might've started some of this work but really gotten a little bit stuck on how to do that. We'll include all of the details for that so you can register for that. Or if you have any questions, you can actually email Savvy at thesavvybookkeeper.com.au, and Angie will be able to answer any of your questions about that. Yeah, I think that's it for today. I don't even know what we're talking about next week or anything, but it's been so good to have you on to share.

Angie Martin:

Hey, it's been great.

Amy Hooke:

Some ideas and yeah, this is really helpful. Thank you.

Angie Martin:

No, thank you. I love being able to support the community. I think it's a really special community that Savvy has created and like I said before, the more bookkeepers that we can help support and really take to the next step, the more small businesses will succeed. It's one of those things, I want everyone to succeed and have a business where they come to work every day, not thinking it's work.

Amy Hooke:

I love that. Yeah, that's the ultimate goal, isn't it?

Angie Martin:

Yeah.

Amy Hooke:

It's so good. All right, well thank you for joining me and thanks everyone else for listening in. I hope that you found today really helpful. If you have any questions, you can visit The Savvy Bookkeeper Facebook group, which after I finished talking, the finishing up message will tell you what the URL is for that. But just talk in the Savvy Bookkeeper as well. You should be able to find us. Please ask any questions that you have or if there was any extra things that you wanted to ask for from Angie or myself. Just email us at Savvy, at thesavvybookkeeper.com.au. Or even give us a call. Did you know we have a phone number? You could actually call us. I don't know what it is, but you can go on the site savvybookkeeper.com … What's our phone number, Angie?

Angie Martin:

The phone number that comes to me every day is 0383624015, and I'm basically always on it.

Amy Hooke:

Yes, that is so true. Yes. I never tell people that, but we actually have a phone number, so if you call you can speak to Angie.

Angie Martin:

I'm usually the one who answers. So there you go.

Amy Hooke:

Yes, very good. Thank you. Well, thank you all for joining me and I'll see you next week. Actually, I won't see you, but you'll hear me. Until then, stay savvy.

 

 

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