Can I niche based on accounting software? ​​

“Can I niche based on accounting software? I’d love to work with Xero-only clients, and many people come to me specifically because I’m Xero-certified.”

Niching helps make your firm better at:

  1. Marketing

  2. Sales

  3. Delivery

It’s possible to niche by software—but here are a few things to consider:

  • Your buyers probably don’t congregate around software.
    How many regular business owners attend Intuit conferences? How many know enough to confidently choose the best accounting platform for their business?

  • Software-based leads may be lower-value.
    While a “Xero-Certified” badge might attract leads, they’re likely less valuable than leads drawn to your industry expertise.

    “We help you understand your numbers and make smarter business decisions because we know the construction business inside and out” is far more compelling than “We use Xero—it’s better because ____.”

  • Be cautious with self-diagnosing buyers.
    Clients who come in saying, “I want you because you use this software,” may not fully understand their problem. It’s like a patient who picks a doctor based on a drug they saw in a TV ad. (“I heard Perplexapro might work for me!”)

That said, choosing a single platform can absolutely improve your delivery systems—and that’s a real benefit. But niching by software platform alone is not your strongest option.

 
 

There’s an entire chapter on niching inside my book:
DOWN TO 40 HOURS – A Roadmap for CPAs to End Overworking Without Giving Up Revenue
Get the how-to manual so you can have all kinds of free time.
eBook: $9.99 | Paperback: $16.99
BUY THE BOOK »

 
Geraldine Carter