Promoting cloud accounting to small businesses

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There are a number of factors coming together in cloud accounting, which means that, as a profession, we need to think harder about how we forge much deeper relationships with clients.  Knowledge has never been so easy to access, software means that compliance work is being automated and yet we hear all the time that small businesses are becoming more reliant on trusted advisors.  But where do we start?

It all starts with the questions we ask and moving from seeing our role as accountants towards being problem solvers.  We have no idea what problems to solve unless we identify problems that are specific to each client.  This is how we create value - remember, cost is only ever an issue if the client does not understand the value.

So how do we ask the right questions when promoting cloud accounting?  Let’s take 3 of the biggest problems that Small Businesses face and see how we can bring to life the features of cloud software.

“I don’t have enough time…”

Questions you should ask:

  • What takes up most of your time?
  • What could you do with another 30 minutes in your day?
  • If we could give you back 30 minutes back in your day what would that mean?
  • How much time do you spend on tasks that don’t add value to your clients?

QuickBooks features that can help:

Bankfeeds, integration with other key cloud software, creating recurring transactions, creating banking rules, using the QuickBooks mobile app to create invoices when with clients or logging expenses when traveling.

“I need to get paid faster…”

Questions you should ask:

  • What are your standard payment terms?
  • What is your average time from issuing an invoice to getting paid?
  • If we could close that gap, would it help?
  • What would the impact be of getting paid faster?

QuickBooks features that can help:

Raising invoices as soon as possible via the mobile app, linking your invoices to services such as PayPal to get paid as soon as an invoice is issued, linking with Go Cardless to take payments via Direct Debit, Effortlessly sending payment reminders.

“I feel out of control…”

Questions you should ask:

    • To what degree do you feel in control of your finances?
    • Do you feel you are paying the right amount of tax?
    • What would help you feel more in control?
    • Many of our clients get regular reports on a monthly basis showing a business ‘snap shot’, would that help?

QuickBooks features that can help:

Scheduled and regular reports, QBO’s Management report function, automated debt chasing, secure back ups, access from any device anywhere

So, now you can see just how we add value…. We ask the right questions to understand where the problem is  and we then start mapping out the right features to create client value.  If the value and impact of change is high then customers will listen.

Making Tax Digital is one of the main reasons why you should focus on moving your clients onto towards cloud accounting.

For a fully comprehensive guide into what Digital Tax means for your business, download our free guide.