Growing your accounting practice
How to grow your Amazon seller client base
Estimated reading time: 10 minutes 30 seconds.
If you’re an accountant trying to establish your niche, serving Amazon sellers is a great way to get your name out there.
In 2019 there were 3 million active sellers on Amazon , in 16 worldwide marketplaces.
That’s a sizeable pool of potential clients for an accountant. Marketplace sellers sold $200 billion worth of products in 2019, so that’s a good indication that they’ll be able to outsource their accounting and bookkeeping to a professional such as yourself.
Now, here’s the million dollar question: How do you grow your Amazon FBA client base, and reach more Amazon sellers?
In this article, we’ll walk you through 10 strategies that you can use to do just that.
Our 10 steps at a glance:
- Step 1: Have a dedicated ecommerce accounting website.
- Step 2: Collect and display relevant testimonials.
- Step 3: Use PPC ads on Google.
- Step 4: Join a directory.
- Step 5: Connect with your local chamber of commerce.
- Step 6: Partner with an ecommerce accounting firm.
- Step 7: Join Amazon seller groups.
- Step 8: Attend seller conferences and events.
- Step 9: Remember that Amazon sellers don’t just sell on Amazon! Diversify.
- Step 10: Come along to an A2X meetup!
Step 1: Setup a Dedicated Ecommerce Accountant Website
As a professional trying to gain a larger client base in an online industry, if you don’t have a website or webpage dedicated to those clients, you’re signalling that you’re inexperienced in dealing with online accounting needs.
Having a web presence helps potential clients to verify who you are, and trust that you know what you’re doing.
Don’t have a website?
On the bright side, setting up a website is pretty straightforward.
There are a multitude of website building platforms out there. All you need to do is purchase a domain name, get a hosting plan, set up your site with a free theme, and finally, customize your site.
Some website builders come with drag-and-drop editors so you can tweak the look and feel of your site easily. Alternatively you can pay a website professional to build and manage your website for you.
Wondering how much all this will cost?
If you really bootstrap it, you can set up a website yourself for $50 or so. Costs stack up quickly if you purchase a premium theme for your website, buy expensive plugins to use, or are paying a professional to build and manage your website.
It’s worth investing in getting your website done right. If you aren’t confident, or don’t have the time to figure it out, it’s best to hand it over. The only thing worse than not having a website in this scenario is having one that doesn’t make any sense.
Having said that, it doesn’t need to be complicated. As long as your site displays your portfolio and testimonials, and allows potential customers to contact you easily, you’re good to go!
Already have a website?
Great! By adding a page to your website dedicated towards ecommerce clientele, you’ll show potential clients that you know what you’re doing and you’re prepared to offer your services for an online forum.
Step 2: Collect Testimonials
Word of mouth, and advertising a job well done is still one of the best ways to gain the confidence of prospective clients.
Having a dedicated place on your website for past and existing ecommerce clients to talk you up adds points in your favour. A reviews or testimonials page might be just the thing that prospective clients need to convert them from a lead into a client.
Step 3: Run PPC (Pay Per Click) Ads on Google
If you want to grow your Amazon FBA client base quickly, one of the most effective ways you can do this is to run ads on Google.
Sure, there are plenty of other ways in which you could market your business. But running ads will bring you the most potential clients, in the shortest amount of time.
Research and use target keywords
Google Ads target keywords that are relevant to your business (such as: “Amazon accounting services”). Your ads will be seen by people who are actively searching for Amazon-savvy accountants, meaning that these people will be more likely to convert to customers.
Set up a landing page
Instead of directing the traffic you get from your Google Ads to your website homepage, set up a landing page focused on encouraging website visitors to do the one thing that you want them to do (e.g.: sign up for a consultation, or request a quote).
Make sure that your landing page is relevant to the content of the ad. If a prospective client clicks on the ad, it means that something about it got their attention. It’s important that wherever they land responds, in a useful way, to the reason they clicked in the first place.
For those of you who are new to Google Ads
You can sign up for a Google Ads account here .
Once your account has been approved, and you’ve input your billing information, you’ll be able to create your very first ad campaign.
Google operates on a bidding system. What you spend on Google depends on what keywords you target. Keywords that are highly competitive (and are bid on by a ton of advertisers) are more expensive, while keywords that are non-competitive (and are bid on by less advertisers) are less expensive. It’s good practice to include a mix of both.
Google also offers support to its advertisers. You’ll get a call from a Google agent after the first month, where they will help ensure that your ads are performing well and are optimized. Make sure you note down any difficulties you have, so that you can bring them up during the call.
Of course, you can also pay a professional to run your ads. To learn more about Google Ads, read Google’s guide .
Step 4: Join Ecommerce Accounting Directories
Looking for a place to promote your ecommerce accounting services? Try joining some ecommerce accounting directories.
Join the A2X Accountant Directory
By becoming an A2X partner , you can list your accounting firm in our directory. The complexities you may encounter with Amazon activity summaries are nullified by allowing you to sync Amazon seller data into your preferred accounting software.
This prevents skews in sale numbers, and ensures reliable data for you and your client.
Step 5: Contact Your Local Chamber of Commerce
Ecommerce is still pretty new compared to how long business and trade have been around. Chambers of commerce have facilitated networking avenues and business opportunities for 421 years !
Your Chamber of Commerce is an amazing publicity resource right at your fingertips. What’s more, chambers of commerce operate on local, national, and international levels, making them an excellent way to reach international ecommerce sellers.
Joining a Chamber of Commerce
The process of joining differs for each chamber.
The best way to start is by contacting your local chamber, and asking for a membership packet. This should include information on fees associated with joining, networking opportunities, benefits and a membership list.
Most chambers have an AGM, where you can make your services available and known to prospective clients.
Step 6: Partner with an Ecommerce Accounting Firm
If you’re struggling to close clients on your own, try partnering with an ecommerce accounting firm, and working for them as an independent contractor.
Build up your portfolio
Since these companies are engaging you on a freelance basis, they’ll discuss job scope and pricing with their clients themselves. The company will then communicate the requirements and outsource the work, or a portion of the work, to you at a lower price.
Once you’ve got a few projects or clients under your belt, you can gradually stop working with these ecommerce accounting firms. Try to win new clients of your own accord.
You wouldn’t want to do anything unethical by poaching their existing clients, but you might be able to ask for testimonials and referrals.
Step 7: Join Amazon Sellers Group(s)
An easy way to grow your ecommerce clients is to look for and join Amazon seller groups, and engage with the members in these groups.
Know the rules of the seller group
Some of these groups might have strict rules that prohibit members from soliciting or advertising their services.
Before you post about your services within a group, be sure to check the rules governing the group. If these aren’t clearly worded, message the admins and ask if advertising is allowed.
Participate in conversations, get to know some of the other members, and then promote your business.
In the case that advertising is allowed, a good approach would be to become an active member of the group before plugging your business. This increases the chances of other members being receptive to you.
Offer help and advice to members within the group, and throw in a quick one-liner at the bottom of your post to plug your services.
You could compile a list of FAQs that Amazon sellers typically have about accounting and bookkeeping. You can ask the admins of the group to pin your post at the top, so members can refer to it easily. At the end of the post, mention that you’ve been helping Amazon sellers take care of their accounting for X years and counting.
Link your website, or attach your email so prospective clients can contact you easily. Remember to keep track of the post and reply to any comments and questions that you get. You can also private message the members who have commented on your post, and pitch your services to them.
Either way, just tread carefully. You don’t want to come across as spammy and risk being removed from the group. Offer value so that it feels like an obvious move for a seller to contact you - rather than the other way around.
Step 8: Attend Amazon Seller Conferences
Even with a worldwide pandemic, Amazon sellers are still finding ways to meet and network.
Technology and the capacity to have virtual conferences can expand your potential client basis.
Here is a list of conferences scheduled for 2021 .
Come with a ‘carrot’
For instance: you can mention that you’re hosting a free webinar that discusses the top 5 accounting mistakes that Amazon sellers make, and that you’d love to offer them a spot.
This way, you can get their contact information and add them to your list of “potentials”. Once the conference is over, follow-up with everyone you met. You can simply email these people to confirm their attendance for your webinar.
Take this opportunity to build a relationship, so that it’s easier for you to up-sell them when the time comes.
Amazon seller conferences are the perfect opportunity for you to network and meet new clients. Once you’re at a conference, work the floor, and speak to as many Amazon sellers as possible.
Many of the live conferences that were scheduled for the latter half of 2020 were cancelled due to COVID-19 regulations (varied by country). Virtual conferences and webinars are a solution that expands your potential client base by offering you the opportunity to attend worldwide Amazon Seller Conferences without the hassle of travel.
Step 9: Remember that Amazon Sellers Don’t Just Sell on Amazon
Although Amazon is the largest ecommerce selling platform on the market, third party sellers and small businesses make up 53% of Amazon’s retail.
80% of those Amazon sellers also use other platforms like Shopify, Walmart, eBay, and their own websites to promote the sale of their products. Competition from Amazon itself is a strong reason for sellers not wanting to put all their products in the Amazon checkout cart.
Keep in mind that small businesses who would benefit from your expertise may be selling their products on other platforms. If you’re not having any luck retaining clients from Amazon, try searching for clients within other ecommerce platforms using some of the methods you’ve learned here.
Step 10: Come to A2X’s Amazon Accounting Meetups
At A2X’s Amazon accounting meetups, you can meet and mingle with potential clients.
We work with plenty of accounting and bookkeeping firms, and we serve a huge database of Amazon sellers who are in need of accounting services.
You never know – you might just meet an ecommerce accounting firm to partner with, or your next client, at one of our meetups!
A final word to accountants looking to expand their ecommerce clientele…
For all the freelancers and business owners out there: the hustle never ends.
You have to keep working to grow your client base, and keep meeting and talking to new people. The good news is that it will get easier over time.
As time passes, you’ll refine your pitch. You’ll get a feel for which leads you’ll be able to convert into reliable clients, and which aren’t ready to buy yet. Here’s to growing your Amazon seller client base, and reaching greater heights in 2021!