If you’re a stay at home mom trying to start a bookkeeping business, you’ve probably thought at least one of these on your journey to signing your first bookkeeping client:
- Do I need a certification before anyone will hire me?
- There are already so much bookkeepers out there with way more experience… why would someone choose me?
- Maybe I need a website first.
- Where do I even meet clients?
- People can probably do this on their own.. why would they need to hire me?
Meanwhile…still no clients.
I’ve been in your shoes. My first year of trying to get my business off the ground was incredibly frustrating because there were very few resources for someone who was just starting out with an online, service based business – especially while juggling being a stay at home mom.
What I learned is that simplicity is absolutely essential.
Maybe this is surprising, but getting your first bookkeeping client doesn’t actually require:
- Posting on social media consistently
- A full brand: clever business name, logo, color scheme, etc
- A funnel (or really an email list at all)
- A huge list of testimonials
So… what does it actually take to get your first bookkeeping client?
One: a clear bookkeeping offer
Two: real conversations with business owners
Three: a direct invitation to work together
That’s it.
Yes, this is really simple… and it has to be. As moms, we don’t have time for all the other stuff. So let’s talk about what this really looks like.
Step 1: Create a clear bookkeeping offer
When you are new to business, being vague is a recipe for disaster.
Unfortunately, “bookkeeping services available” is probably not going to inspire your first bookkeeping client to reach out asking for all the details.
The good news is that you don’t need something super elaborate to get that first client. Here’s what a beginner friendly bookkeeping offer (that actually appeals to clients) might look like:
- Monthly bookkeeping for service-based businesses
- Cleanup and monthly maintenance
- Financial organization for solopreneurs
- Ongoing QuickBooks support
While some business owners might wake up thinking, “I want a bookkeeper,” the reality is that they’re more likely to be thinking something like…
- I need to get my act together with my finances
- I just realized my client is 4 months behind on invoices
- My business coach asks me for revenue and expense numbers and I just make it up
- My appointment with my CPA is coming up and I’m dreading it
Your ideal client often feels a lot of shame and judgment. Sometimes they’re the type of person who is organized and on it with their business finances and just needs to delegate the task – but you’d be surprised how many business owners avoid looking until absolutely forced. (which is not a recipe for long term business success and stability)
Your job is to speak to that and meet them where they are.
The clearer the deliverables and outcome, the easier it is for someone to say yes.
Step 2: Stop treating Instagram like it’s the only way to get clients
So many new online service providers waste time trying to make Instagram happen to get clients – and trust me, it is truly not worth your time if you are working towards getting your first bookkeeping client.
It’s easy to think you need to grow your audience first. And a LOT of online business coaches will tell you that you need to grow your audience.
I’m here to tell you that you don’t.
Especially not as a bookkeeper.
Is your ideal client thinking, “oh I love this viral reel, this is who I will hire to manage my business books!” or are they thinking “omg I really need help with this, I’m going to hire 1) the bookkeeper I know, or 2) a referral from my friend.”
Yep.. they’re going with the person they know – or the person their friend knows. You need to leverage this truth.
There are two streams of marketing when it comes to getting clients:
Fast Stream: Direct conversations with potential clients
Slow Stream: Posting content to growing and nurture an audience
When you are brand new, the fast stream matters more.
If you’re a stay at home mom starting a bookkeeping business, that might look like:
- Joining local business networking groups, online and in person
- Joining online communities for small businesses
- Building referral relationships with other service providers who work with your ideal clients
- Letting your personal network know what you’re doing and directly asking for referrals
This is not spammy.
This is professional.
The reality is that most new bookkeepers get their first client through referrals and existing connections, not through their social media content, and especially not by going viral.
Your first bookkeeping client will come after a handful of real conversations with the right people, not a viral reel or 10k followers on Instagram.
Step 3: Invite business owners to a discovery call
I recommend every service provider (including bookkeepers!) at least start off by offering discovery calls (aka consult calls or consultations). As a new business owner, you gain so much from having conversations with your ideal clients and getting to hear the words they use to describe their problem, the questions they ask you, and the way that they respond to your offer.
This call is for:
- Understanding their business
- Assessing their needs
- Clarifying scope
- Sharing pricing
- Deciding if it’s a good fit
It’s not a free audit, free financial review, or a place where you have to try to force them into a yes or try to prove your worth for their approval.
Remove the pressure to perform from the discovery call, and remember that inviting someone to book the call is just that – an invitation.
Let go of thoughts like “I hope they pick me because I REALLY need to make money,” and lean into “I can genuinely help someone like this. Let’s see if it’s a good fit.”
Remember: bookkeeping is a service that requires a high level of trust. That means your confidence and clarity, as well as the relationship you have with them, matter more than anything else.
Related post: start an online business as a stay at home mom
Reality check: how many clients do you need?
When I work with clients, I always make them break down the math with their business model and offer to get an idea of how many clients they actually need to sign in a year to hit their revenue goals. Here’s some examples of what this could look like for your bookkeeping business:
If you charged $500 per month per client:
You’d need 17 clients to make $100k a year.
Bookkeeping is one of the most stable and realistic online businesses (especially for a stay at home mom who has financial experience/expertise) because it’s common to have clients work with you on retainer for a long time, demand is steady, and you are likely to fill a lot of your client roster through referrals.
Common mistakes new bookkeepers make
I’ve helped many moms launch businesses as bookkeepers, and while things can come together really quickly for them to bring in their first bookkeeping clients and fill up the client roster, here are the most common mistakes I see people make along the way:
- Starting by trying to create and sell a course about bookkeeping or finance instead of offering services
- Undercharging to “get experience” and build confidence – then ending up resentful
- Waiting until everything feels perfect to start offering services
- Overcomplicating their tech stack before they even sign a client
- Avoiding reaching out to their network until they already have clients
Here’s what to focus on instead:
- Offer 1:1 bookkeeping services first (you can always pivot later)
- Price strategically (not emotionally based on your self doubt – be realistic about your knowledge and the value you offer)
- Start having conversations now
- Know that you’ll refine everything from your niche to your systems as you go and it’s ok to start simple
Your confidence will build as you get more experience through taking action.
Can you really start a bookkeeping business as a stay at home mom?
Yes. Especially if you keep it simple. Bookkeeping is a great fit for moms with financial background or experience because it is:
- Flexible
- Retainer-based
- Predictable workload
- School-hours friendly
- There is consistent demand for this service
If you’re a mom who has skills, training, and experience you want to turn into a bookkeeping business, my course, Mama to CEO, is where we build this step by step.
I show you how to:
- Clarify your offer
- Set strategic pricing
- Build a simple client pipeline
- Make invitations that aren’t pushy and weird
- Structure your business around your real life
So that you can get your first bookkeeping client – and then your second, and third – without wasting time trying to go viral on TikTok or become an Instagram influencer.
Click here to learn more & join Mama to CEO.
