96 episodes

I Love Bookkeeping is a global community of Bookkeeping Professionals. We all bleed bookkeeping and want to grow and prosper our businesses. This podcast is for Bookkeeping Professionals who serve clients, and it's for the woman or man who aspires to join our great industry. Join Hannah Robinson & Melissa Honan every Tuesday and Thursday to geek out on Bookkeeping.

I Love Bookkeeping Hannah Robinson & Melissa Honan

    • Business
    • 5.0 • 1 Rating

I Love Bookkeeping is a global community of Bookkeeping Professionals. We all bleed bookkeeping and want to grow and prosper our businesses. This podcast is for Bookkeeping Professionals who serve clients, and it's for the woman or man who aspires to join our great industry. Join Hannah Robinson & Melissa Honan every Tuesday and Thursday to geek out on Bookkeeping.

    Communication Series: Managing Expectations During the Onboarding Process

    Communication Series: Managing Expectations During the Onboarding Process

    What should you consider and do to manage expectations, especially during the onboarding process? Co-hosts Hannah Robinson and Melissa Honan discuss the role onboarding has in the entire sales process, how to share your expectations with existing and new clients, and how to act when things don’t go well.
    Melissa explains why, in her opinion, the onboarding time is actually the most important time of a relationship with a client – and what you should do during onboarding. Hannah asks Melissa at what time you should communicate your expectations to a client… and her answer is simple, yet, powerful: the entire time. Melissa shares a recent update she made for her proposal at Bookkeeping for Painters. Melissa opens up about the way she communicates her expectations to new clients. Melissa touches upon a question she has been asked a lot lately: “What are the biggest red flags you see in your bookkeeping clients?”. Hannah and Melissa talk about a big mistake many business owners make when it comes to communicating a particular expectation of theirs to new clients. Hannah asks Melissa how she goes about managing expectations when it doesn’t have to do with onboarding that much, but rather with maintaining a client relationship. Melissa shares a pet peeve she has with those who reply faster to prospects compared to current clients – and she discusses what the best way for you to make more money should look like. Melissa talks about how relationships with clients have been terminated in her business.  
     
    Mentioned in this episode:
    ILB episode 28 - Crafting an Effective Sales Process for Your Bookkeeping Business
    success@ilovebookkeeping.com

    • 23 min
    Pre-Qualifying Sales Leads

    Pre-Qualifying Sales Leads

    How should you go about pre-qualifying sales leads? And why should you do that in the first place? Co-hosts Hannah Robinson and Melissa Honan share their thoughts and experiences of the good, the bad, and the ugly of attracting and working with clients.
    Hannah thinks that narrowing down who’s going to be a good client for you is key, especially when you’re starting out. Melissa strongly recommends against trying to close every single person out of desperation like she did when she started out. Melissa explains how her bookkeeping for painters business has a funnel that, in addition to painters, attracts other professionals like plumbers and roofers. She wouldn’t have but her husband Daniel took the lead in making sure the business only served painters and would send others away. Melissa talks about the red flags potential clients will say when you ask the right questions during a discovery call – but also if you don’t ask them. The biggest red flag, says Melissa, is when a potential client says they have had countless bookkeepers and start talking badly about them. Hannah shares her belief that having certain clients pre-qualified to be a good fit is something that requires a level of patience and it isn’t an easy thing to do. Melissa discusses how it took her a long time to think about longevity. At first, she was focused on growth, growth, growth, so she could pay people but that approach can lead to a short-sighted sales funnel. In her business, Melissa uses a form but she has found the best qualifying strategy to be having an actual call with the potential client. She discloses that her sales role is the last thing she would outsource. When it comes to finding prospects, Melissa and her team try to be everywhere painters are. One way they do that is through partnerships with business coaches who specialize in their industry. For Hannah, pre-qualifying your clients ensures that your retention rate is the best it can be and it helps you maintain the relationship. However, she stresses, it isn’t just all about you but it’s about whether that person is a good fit for you too. Melissa goes over the types of potential clients, including the types she breaks down into two categories, as well as an exercise they use to qualify a certain type of prospect. For Melissa, one of the biggest frustrations with the bookkeepers she works with are clients that don't respond to them and then also don't care. Melissa discusses scenarios in which she doesn’t want to work with a particular client, and shares some recent changes in her business.  
     
    Mentioned in this episode:
    Quickbooks
    success@ilovebookkeeping.com

    • 29 min
    Crafting an Effective Sales Process for Your Bookkeeping Business

    Crafting an Effective Sales Process for Your Bookkeeping Business

    Co-hosts Hannah Robinson and Melissa Honan talk about the 3 key principles of an effective sales process, as well as some tools you can use to make your own sales process a more efficient one.
    [1:33] Hannah asks Melissa what’s something that each of her sales processes have in common.
    [3:57] For Melissa, crafting an effective sales process starts with the desire to make sales easy.
    [6:08] Melissa shares a pet peeve she has when it comes to scheduling meetings.
    [9:14] Melissa believes that making it as easy as possible for someone to sign up for a free consultation is key. And she discusses what she asks in the form her prospects have to fill out.
    [11:08] Hannah talks about how she goes about buying and touches upon something that she considers a game changer when it comes to sales processes.
    [12:04] Melissa talks about the importance of putting yourself in a prospect’s or client’s shoes and actually going through your own sales process to experience it as they would.
    [13:28] Melissa shares her biggest takeaways – and resources – for creating touch-points with potential customers.
    [19:44] Melissa has 3 big points in her sales process: making sales easy, having significantly more touch points than you feel comfortable with, and managing expectations.
    [23:02] Hannah and Melissa share their thoughts regarding managing clients’ expectations.
     
     
    Mentioned in this episode:
    Calendly
    bookkeepers.com
    Bonjoro
    Handwrytten
    ILB episode 27 - How to Communicate Value as a Bookkeeping Business Owner
    success@ilovebookkeeping.com

    • 27 min
    How to Communicate Value as a Bookkeeping Business Owner

    How to Communicate Value as a Bookkeeping Business Owner

    Co-hosts Hannah Robinson and Melissa Honan discuss how to communicate value, the role your mindset plays, and they share an exercise that will help you better articulate what you do in a way that’s clear and attracts customers.
    [1:14] Even though, in this episode, the topic of communicating value is addressed from the perspective of entrepreneurs and bookkeeping business owners, Hannah believes that it can be applied pretty much anywhere concerning your workplace and relationships.
    [1:43] Hannah believes that one of the first things you should do is identify what your value is and identify your promise to your clients. For Melissa, this is one of the reasons why having a niche matters.
    [2:09] In Melissa’s opinion, the value communication process starts with doing an internal audience.
    [3:52] Melissa talks about her “features, benefits and
    check questions” exercise.
    [7:47] Hannah asks Melissa how she goes about communicating value while looking more confident to a potential client even when imposter’s syndrome kind of creeps in.
    [10:11] Hannah believes that being prepared is a great way to feel confident and avoid the feeling of not knowing what to do next.
    [11:09] Melissa goes over how she manages to stay consistent in communicating value to current clients.
    [14:04] Melissa shares that, in her opinion, standing out in a particular niche comes down to how you package a concept, the words you use and the enthusiasm you project when discussing or explaining it.
     
     
    Mentioned in this episode:
    Quickbooks
    Zoom
    success@ilovebookkeeping.com

    • 22 min
    Disney Movies and Your Favorite Children’s Show to Have on in the Background While Working

    Disney Movies and Your Favorite Children’s Show to Have on in the Background While Working

    Co-hosts Hannah Robinson and Melissa Honan go over their favorite children’s shows to have on in the background while working, and discuss Disney movies and characters that have left a mark.
    [0:42] The children’s show Melissa has on while she’s working is The Octonauts. Hannah is one of those people who can’t stand silence – Law & Order SVU and Grey’s Anatomy are the “comfort shows” she typically has in the background.
    [1:37] Melissa talks about a couple of moments in which tv shows shattered her heart.
    [2:32] Melissa and Hannah share their own “toxic traits” when it comes to watching TV.
    [3:56] Melissa shares a funny little anecdote about living in San Juan del Sur in Nicaragua.
    [6:50] Melissa and Hannah rank their top Disney movies and talk about Disney princesses and characters.
    [12:16] The co-hosts go over Disney movies they didn’t like as well as other movies that left a mark on them and that they still think about decades later.
     
     
    Mentioned in this episode:
    @BookkeepersDotCom (Bookkeepers.com on Instagram)
    success@ilovebookkeeping.com

    • 14 min
    How to Communicate Effectively

    How to Communicate Effectively

    What are different ways you can communicate in a more effective way? And how can you ensure that, as a business owner, your team members feel valued, and instill a great communication mentality in your company? Co-hosts Hannah Robinson and Melissa Honan discuss how to communicate more effectively as a business owner in different contexts – including with people you don’t really like.
    [0:44] Hannah and Melissa – who have been working with a communication consultant for almost two years now – find the topic of this episode to be one of their favorites.
    [2:14] Melissa believes that the art of communication is something we all constantly work on and have room for improvement for it.
    [2:59] Hannah breaks down the four main types of communication: verbal, non-verbal, written, and visual.
    [4:52] The co-hosts both admit to struggling with non-verbal communication.
    [7:31] For Melissa, communicating effectively and respectfully are both equally important.
    [7:56] Hannah sees professionalism as key. Whether you’re listening to someone, writing something for them or similar, you need to remember that you’re going to be working with these people and you should act, behave, and communicate accordingly.
    [9:44] For written communication, both Hannah and Melissa recommend you take a look at Grammarly.
    [11:52] When it comes to communicating with her team members, Melissa typically relies on Slack. However, for delegating a task, she’s open to the other person using whichever platform, tool, or app they’re comfortable using the most.
    [13:10] Hannah believes that asking questions and communicating your goals, as well as your boundaries and expectations, could help avoid miscommunication.
    [15:59] Melissa likes to learn what other people’s goals and boundaries are. She also stresses the importance of asking about these boundaries.
    [18:12] Hannah shares what she believes workplaces, business owners, and bosses should focus on to create a happy work environment.
    ​​[21:42] Melissa throws remote working into the mix and adds how to address the issues at hand in a remote work environment.
    [24:43] There are four horsemen, and in his study, these are the things that Gottman identified to understand whether a marriage will work: criticism, defensiveness, contempt, and stonewalling.
    [25:23] Co-hosts Hannah and Melissa touch upon the importance of trying to focus on communicating and working harmoniously with someone you really don’t like.
    [30:20] When trying to communicate with a remote team, Melissa thinks it’s important to overly communicate in a positive manner.
     
     
    Mentioned in this episode:
    Grammarly
    Slack
    ILB episode 23 - How to Be a Better Boss and Create a Company Culture Your Employees Will Love
    John Gottman’s Four Horsemen
    success@ilovebookkeeping.com

    • 35 min

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