3 Practical Ways to Get Accounting & Bookkeeping Clients 2022

3 Ways to Get Accounting & Bookkeeping Clients

If you're like so many of my customers, you are trying to grow an accounting business or bookkeeping business, and you're trying to get lots of good b2b clients that would be likely to pay high retainers.

What's the best way to go out and get new bookkeeping customers?  How can you find and close more b2b customers for your accounting firm?  What's the best way to get clients for your tax firm or accounting business?

3 Effective Ways to Get Accounting & Bookkeeping Clients

If you're growing an accounting or bookkeeping business, you’ve likely wondered how to land the high-quality B2B clients that will pay premium retainers. What are the best strategies for attracting new clients? How can you consistently close deals for your accounting or tax firm?

Recently, I had a coaching call where an accountant asked me what I would do if I were starting an outsourced accounting firm today and wanted to get new clients. In this article, I’ll share three specific strategies that work exceptionally well for bringing in high-end clients, but first, let’s establish the foundation for a successful client acquisition strategy.

Understanding the Outsourced Accounting Model

The outsourced accounting model involves offering a comprehensive range of services, but focusing on what is truly valuable to your clients, rather than simply providing transactional services. So, what’s valuable to business owners? It boils down to three key things:

1. Reducing Taxes – Helping clients minimize their tax liability, which directly boosts their bottom line.
2. Improving Efficiency & Saving Time – By handling their accounting and bookkeeping, you save clients from hiring extra staff and help them operate more efficiently.
3. Providing Proactive Advice – Offering insights and guidance to help clients scale their business, all while ensuring they stay compliant.

With this model, you offer bookkeeping, tax returns, tax planning, and business consulting—all for a flat monthly fee. Typically, these retainers range between $500 and $2,500 per month, depending on the size and complexity of the client’s business.

Your client base will likely be a mix of:

• Solopreneurs – Small business owners making $50,000 to $200,000 a year, requiring basic bookkeeping and tax services at the $500 per month level.
• Growing Small Businesses – Companies with 2-10 employees, more complex operations, and higher revenue. These clients often need more ongoing support, with retainers around $1,500 per month.
• Larger Businesses – These clients have more significant financial needs, including management reports, proactive tax planning, and CFO-level guidance. Retainers for these clients range from $2,500 and up.

With that framework in mind, here are the three strategies I’d use to find clients.

1. Cold Call Contractors, Realtors, and Home Service Businesses

Cold calling is one of the most effective, immediate ways to start conversations with potential clients. Focus on local contractors, realtors, and home service businesses like electricians, plumbers, roofers, and landscapers.

Set a goal to make 30 cold calls per day. Here’s a simple but effective script you can use:

"Hi [Name], my name is [Your Name], and I run an accounting firm right down the road in [Location]. I’d love to send you a quick email introducing myself in case you ever need a tax planner or business accounting expert. Could I send you some info?"

Then, stop talking and let them respond. You’ll be surprised how many people will agree to receive your email, opening the door for follow-up conversations.

Consistency is key—make those calls every day, and soon you’ll start to see the results.

Pro Tip: Focus on subcontractors and home service providers, as they often have steady work and growing businesses that need accounting support. Check out online resources like accountingwebsites.org for a list of business niches worth targeting.

2. Host Lunch-and-Learn Events for Realtors

Real estate agents are a fantastic source of accounting clients, especially those making over $60,000 per year. Realtors are usually focused on sales and don’t always pay attention to the ways they can reduce their taxes—this is where you can provide enormous value.

One great way to connect with realtors is by hosting lunch-and-learn events at real estate offices. Brokerages like Keller Williams, RE/MAX, and EXP often hold regular meetings, and you can ask to present a short session on tax strategies in exchange for buying lunch.

In your presentation, focus on “5 Ways Realtors Can Lower Their Taxes,” and be sure to collect business cards from attendees. These events give you the chance to show off your expertise and make personal connections with potential clients.

Pro Tip: Realtors are easy to prospect because they’re motivated, they answer their phones, and they generally have simple financial situations that allow you to add a lot of value.

3. Join BNI Groups and Industry Associations

BNI (Business Network International) groups and industry associations are another excellent way to build connections and generate leads. Visit different BNI groups in your area (you can attend twice before you need to join) and use those meetings to collect business cards and schedule 1-on-1s with other members.

Should you join BNI? It can be helpful, but even just visiting multiple groups gives you access to a large network of local businesses. During your meetings, focus on adding value by offering tax-saving tips or business advice—this builds trust and positions you as the go-to expert.

Beyond BNI, consider joining niche industry associations for the types of clients you want to serve. Whether it’s remodeling, HVAC, or general contracting, each industry has its own professional groups. Get involved, attend trade shows, and offer workshops or presentations on tax-saving strategies.

Pro Tip: When attending events, always provide educational content—like explaining the benefits of S-Corps or offering tips on financial management—and you’ll quickly become an authority figure in that industry.

Bonus Tip: Build Your Online Presence with Google Reviews

As you grow your accounting business, make sure you’re also building your online credibility. One of the simplest ways to do this is by accumulating Google reviews. In the beginning, take on as many clients as you can, even smaller or more transactional jobs, to get those all-important reviews.

Having a high rating on Google My Business can significantly boost your visibility in local searches, and clients are much more likely to trust and hire you if they see positive feedback from others.

Pro Tip: As you gather more reviews, you’ll find it easier to close sales, since potential clients will already view you as a trusted expert.

Final Thoughts

Growing an accounting or bookkeeping business takes persistence, but by combining cold calling, networking, and an active online presence, you can quickly build momentum. Remember, once you land a client, they often stay with you for years, so the effort you put in upfront is well worth it.

Focus on acquiring clients now, and as your firm grows, you’ll eventually deal with scaling challenges—but first, get those clients through the door!