How To Pick a Niche For Your Bookkeeping Business

Summary

This video script offers invaluable advice for aspiring bookkeeping business owners, emphasizing the importance of specializing in a niche such as QuickBooks Online to enhance efficiency and expertise. It discusses various payment methods, including the convenience of recurring invoices and direct debits, and stresses the significance of trust in financial services. The speaker shares insights on gaining clients without credentials, leveraging social media for marketing, and the strategy of starting fresh with a new QuickBooks account for accuracy. The script provides a practical guide for building a bookkeeping business through consistent marketing, relationship building, and proactive sales outreach.

Takeaways

• 📚 Specialize in a niche: Focusing on a specific area, such as using QuickBooks Online, can make you an expert and increase efficiency.
• 🏢 Consider industry-specific niches: Tailoring marketing to specific industries can attract clients who are more likely to need your services.
• 💰 Billing and payment methods: Utilizing QuickBooks Online for recurring invoices and electronic payments can streamline the process and minimize fees.
• 🔍 Credentials and experience: While formal education or certifications aren't always required, becoming a QuickBooks Online certified ProAdvisor can boost credibility.
• 📈 Start with the basics: Learning bookkeeping fundamentals is essential, even if you don't have a background in accounting.
• 📑 Receipt management: It's not mandatory for clients to provide receipts, but offering to upload them can be part of your service.
• 🔑 Trust is key: Building trust with clients is crucial in the financial services industry, and it takes time and consistent effort.
• 🚀 Quick start for new clients: Recommend starting fresh with a new QuickBooks account if the existing setup is disorganized.
• 📈 Marketing strategy: Consistent social media marketing and networking are key to building a client base and reputation.
• 📞 Proactive outreach: Actively reaching out to potential clients through various channels can accelerate business growth.
• 🔄 Ongoing learning: Continuously updating your knowledge and skills in bookkeeping and software is important for staying competitive.

Q & A

What type of business should a beginner bookkeeper focus on?

A beginner bookkeeper should focus on a niche in the software they use and the services they provide. For example, specializing in bookkeeping and using QuickBooks Online can make them an expert in that area. This specialization allows them to be more efficient and handle more clients.

Can a bookkeeper have a niche in a specific industry?

Yes, a bookkeeper can tailor their marketing content to a specific industry, such as real estate investors, trucking companies, or restaurants. This can help them target their marketing efforts more effectively, although they should be open to working with a variety of industries initially.

What are some ways a bookkeeper can manage customer payments?

A bookkeeper can use QuickBooks Online to manage accounts receivable by setting up recurring invoices. This allows customers to pay electronically via ACH or credit card, with the bookkeeper potentially passing on the credit card processing fee to the customer.

How can a bookkeeper automate the payment process for their clients?

A bookkeeper can set up a direct debit or ACH origination, where they can withdraw the agreed-upon amount from the client's bank account automatically each month. This requires an agreement and approval from the client's bank.

What are the benefits of specializing in bookkeeping rather than offering multiple financial services?

Specializing in bookkeeping allows a bookkeeper to become highly efficient and skilled in their area of expertise. This can lead to faster work, the ability to handle more clients, and potentially higher earnings.

What qualifications or certifications are recommended for a new bookkeeper?

While formal qualifications are not strictly necessary, becoming a QuickBooks Online certified ProAdvisor is recommended for those with no experience. This certification can provide credibility and demonstrate competence to potential clients.

Who should be responsible for keeping the receipts of transactions, the business owner or the bookkeeper?

The bookkeeper does not necessarily require clients to provide receipts. However, if clients choose to send receipts, the bookkeeper can upload them into QuickBooks, potentially at an additional fee due to the extra work involved.

Why do business owners need a bookkeeper instead of handling their own bookkeeping?

Business owners may need a bookkeeper because they either lack the knowledge to do bookkeeping or they do not have the time. Outsourcing bookkeeping allows them to focus on other aspects of their business, such as operations and sales.

How can a new bookkeeper build trust with potential clients?

Building trust involves consistent social media marketing, networking, and showing up every day to engage with potential clients. Being professional, positive, and polite can help establish a good reputation over time.

What is the best approach for a bookkeeper to start fresh with a new client who has disorganized bookkeeping?

A bookkeeper can recommend starting with a new QuickBooks account for a clean slate. This approach is typically faster and more accurate, although the final decision rests with the business owner.

How can a bookkeeper effectively market their services and get new clients?

A bookkeeper can use social media, direct messages, emails, phone calls, and even direct mailers to reach out to potential clients. Consistent and strategic marketing, along with sales outreach, can help attract new clients.

Outlines

00:00

📚 Bookkeeping Business Niche and Marketing Strategies

The speaker discusses the importance of specializing in a niche for new bookkeeping business owners, recommending focusing on specific software and services like QuickBooks Online to become an expert. They share their own experience of not specializing in a particular industry initially, allowing for a broader client base before narrowing down. The speaker emphasizes efficiency and the potential to handle more clients by focusing on one area of expertise. They also touch on the importance of trust in financial services and the need for consistent marketing to build relationships with potential clients.

05:00

💼 Streamlining Client Payments and Credentialing in Bookkeeping

This paragraph covers the speaker's approach to managing client payments through QuickBooks Online, using recurring invoices for simplicity and electronic payment options to avoid delays and unreliability of checks. The speaker also addresses the misconception that extensive credentials are needed to start a bookkeeping business, recommending becoming a QuickBooks Online certified proadvisor for those without prior experience. They suggest that certifications and understanding of bookkeeping fundamentals are more important than formal education for establishing credibility with clients.

10:03

🧾 Bookkeeping Responsibilities and Building Client Trust

The speaker clarifies that as a bookkeeper, they do not require clients to submit receipts but are willing to manage them if requested, potentially at an additional cost. They discuss the reasons business owners might need a bookkeeper, including lack of time or knowledge in bookkeeping. The emphasis is on trust as a key factor in client relationships, suggesting that consistent social media marketing and professional interactions can help build this trust over time.

15:04

🛠️ Starting Fresh with Bookkeeping Clients and Outreach Strategies

The speaker provides advice on how to handle taking over bookkeeping for a client with disorganized records, recommending starting with a new QuickBooks account for accuracy and efficiency. They also share strategies for acquiring new clients, such as direct messaging on social media, sending emails, and making phone calls. The paragraph highlights the importance of proactive outreach and sales pitches to grow the bookkeeping business quickly.

Keywords

💡Bookkeeping

Bookkeeping refers to the process of recording financial transactions in a book. In the context of the video, it is the core service offered by the business owner. The video discusses various aspects of starting and growing a bookkeeping business, emphasizing the importance of specializing in bookkeeping to become an expert and increase efficiency.

💡Niche

A niche in the video refers to a specialized segment of the market that a business targets. The speaker recommends finding a niche in the software used and the services provided, such as specializing in QuickBooks Online, to become an expert. The script also suggests that while specializing in a specific industry can be beneficial, it's not necessary to limit oneself until gaining experience with a variety of clients.

💡QuickBooks Online

QuickBooks Online is a cloud-based accounting software mentioned in the script as the preferred tool for the bookkeeping business. The speaker highlights the importance of becoming a QuickBooks Online expert to increase efficiency and provide specialized services to clients.

💡Certification

Certification in the video is discussed as a way to establish credibility, particularly the QuickBooks Online certified ProAdvisor certification. This certification is recommended for those without prior bookkeeping experience as it serves as a talking point during sales consultations and demonstrates专业性 to potential clients.

💡Social Media Marketing

Social media marketing is a strategy highlighted in the video for gaining exposure and building trust with potential clients. The speaker emphasizes the importance of creating consistent content to increase visibility and establish a professional presence online.

💡Bookkeeping Fundamentals

Bookkeeping fundamentals refer to the basic principles and practices of recording financial transactions. The script suggests that even without formal education, understanding these fundamentals is crucial for being a competent bookkeeper. Examples include knowledge of debits, credits, assets, liabilities, equity, accounts payable, and accounts receivable.

💡Outsourcing

Outsourcing in the context of the video means hiring an external party, such as a bookkeeper, to perform tasks that could be done in-house. The speaker mentions that business owners may outsource bookkeeping because they lack the time or expertise, or they prefer to focus on other aspects of their business operations.

💡Trust

Trust is a key concept in the video, emphasizing the importance of building a relationship with clients to ensure they feel secure in disclosing their financial information. The speaker discusses how trust is built over time through consistent social media presence and professional interactions.

💡Recurring Invoices

Recurring invoices are a method of billing where clients are charged the same amount at regular intervals. The script explains how setting up recurring invoices in QuickBooks Online simplifies the billing process and ensures consistent cash flow for the bookkeeping business.

💡Origination

In the video, origination refers to the process of setting up an arrangement with a client's bank to automatically withdraw payments. This method of payment is presented as a more efficient and reliable alternative to checks or manual payments.

💡Sales Consultation

Sales consultation is the process of discussing services and qualifications with potential clients to secure their business. The script mentions using certifications like QuickBooks ProAdvisor status as a point of discussion during these consultations to build credibility and trust.

Highlights

The speaker recommends focusing on a niche within the software used and the services provided for bookkeeping, such as specializing in QuickBooks Online.

Efficiency increases by specializing in one area, allowing for faster work and handling more clients, which can lead to higher earnings.

Tailoring marketing content to a specific industry can be beneficial, but it's not necessary to niche down on every marketing platform.

Initially, it's advised not to pick a niche too early, as it may limit the potential client base in the early stages of the business.

The speaker suggests using QuickBooks Online for managing accounts receivable with recurring invoices for ease and efficiency.

Discussing payment methods, including electronic payments, credit card fees, and the option for direct bank transfers.

The introduction of origination, allowing the bookkeeper to automatically withdraw payments from the client's bank account.

The importance of trust in financial services, and the need for consistent social media marketing to build trust with potential clients.

The lack of necessity for formal credentials or experience to start a bookkeeping business, with an emphasis on QuickBooks certification for beginners.

Learning bookkeeping fundamentals is crucial, and various resources such as courses, textbooks, and online classes are recommended.

The speaker's approach to handling clients' receipts, where they do not require but can manage them if provided by the client.

Business owners may need a bookkeeper due to lack of time or knowledge in bookkeeping, and the importance of outsourcing administrative tasks.

The process of starting fresh with a new bookkeeping client, emphasizing the benefits of a clean slate in QuickBooks for accuracy and efficiency.

A 30-day social media marketing strategy guide is mentioned as a tool for consistently marketing the bookkeeping business.

The necessity of proactive sales outreach for new bookkeepers to quickly gain clients, including direct messaging, emailing, and calling potential clients.

The speaker's success in growing their bookkeeping business to 70 clients and a monthly income of $30,000, serving as motivation for others.

Transcripts

tips for new bookkeeping business owners

what type of business do you recommend

to Market to as a beginner not knowing

what is my Niche how do you have

customers pay you is there a better

route versus another I have no

credentials and experience where do I

start who should be responsible for

keeping the receipts of transactions the

business owner or the bookkeeper why do

business owners need you they can save

money to do it themselves also without

trust who's going to hire you and

disclose all of their company Finance

secet secrets to you what would be the

best way to start fresh for a new

bookkeeping client how has everyone been

most successful getting new clients I

have five clients for my small part-time

bookkeeping business but looking to take

it full-time soon I'm going to answer

all of these questions that I received

in the past week from people just like

you who are trying to start and grow

their own bookkeeping business I have

been running my own bookkeeping business

for the past four years I have 70

clients I'm making $30,000 every month

in my bookkeeping business I tell you

that not to convince you that I'm making

a lot of money but instead I want to

convince you that you can make a lot of

money so let's jump right into it what

type of business do you recommend to

Market to as a beginner not knowing what

is my Niche when it comes to having a

niche I generally recommend have a niche

in the software that you use and the

services that you provide so for me I

only do bookkeeping that means I don't

do payroll role I don't do taxes or CFO

services and I only work with QuickBooks

online that enables me to be a

QuickBooks Online expert and a

bookkeeping expert I might be able to

get more clients if I offer Tax Services

I might be able to get a couple extra

clients if I offer to do QuickBooks

desktop however my efficiency will

significantly decrease if I'm trying to

do too many things at once if I'm trying

to learn QuickBooks online and

QuickBooks desk top I'm just naturally

not going to be as good at both instead

of focusing on just one same thing with

taxes and bookkeeping and payroll if I

try to do everything I'm not going to be

as good of a bookkeeper which means I'm

not going to be able to work as fast

which means I'm not going to be able to

handle as many clients which means I'm

not going to make as much money as I

could potentially if I just focus on

bookkeeping work really efficiently work

really fast handle more clients

make more money when it comes to having

a niche I don't have a niche in the

industry that I work with I accept

everybody however you could potentially

tailor your marketing content to a

specific industry let's say for example

you love Real Estate Investors or

trucking companies or restaurants or

plumbers or electricians you could

tailor your marketing content to be

specific to Real Estate Investors maybe

the majority of your bookkeeping tips

and strategy

is relevant to Real Estate Investors or

trucking companies or maybe you have

your website and it's all about

bookkeeping for restaurants the thing

with marketing to a niche you don't have

to pick every marketing platform and

Niche down on every marketing platform

maybe your website is open to all

businesses but on LinkedIn you're

specifically targeting electricians and

plumbers or maybe your Facebook is super

generic I welcome any and all businesses

but my site is the real estate investor

bookkeeper.com so like super specific to

Real Estate Investors or you don't need

to pick a niche in the industry who you

work with the other thing I will say

real quick in the very beginning I don't

necessarily want you to pick a niche

until you get several clients because

imagine if you only accept trucking

companies and a restaurant comes along

and says hey can you do my bookkeeping

and you have zero clients imagine saying

no sorry restaurant I only do

bookkeeping for trucking companies or

Real Estate Investors I'm not going to

work with you that would kind of be

silly and the other thing maybe you

actually love restaurant owners you

actually love doing restaurant

bookkeeping you would never know that if

you weren't open to trying new things in

the beginning so get five maybe 10

clients and then if you really love a

particular industry then maybe after you

get 10 clients then you could start only

accepting clients in that industry if

that's what you want to do how do you

have customers pay you is there a better

route versus another option real quick

before I answer that question let me

just say I have a ton of resources that

I made just for you they're all in the

description of this video I've got a

course that I made just for you it will

literally teach you everything you need

to know and it's going to save you time

if you want to learn everything in a

clear and concise compact course and you

could watch all of my YouTube videos and

spend 50 hours resear searching on the

Internet or you could simply just take

my course it's like 10 maybe 12 hours

and it goes through step by- step

everything you need to know check out

all the other links in the description

of the video I got a ton of digital

downloads one-on-one consultations I've

got weekly meetings check it all out

okay how do you have customers pay you

is there a better route versus the other

so I use QuickBooks Online to manage my

accounts receivable so I have all of my

customers set up on recurring invoices

that way I don't have to manually create

the invoice every single month and it's

easy because our clients pay us the same

amount every single month so if I have

Billy Bob the electrician I quote him

$400 a month for bookkeeping he's going

to pay me one time right now and then

the first of every month in the future

I'm going to send him an invoice for

$400 and they can pay electronically via

a or they can pay with credit card just

keep in mind there are credit card fees

and a fees so a lot of people pay charge

3% to process credit cards and a lot of

people charge 1% to process a transfers

sometimes I won't pass on the a charge

to my customers but I almost always pass

on the 3% credit card charge and then if

they don't want to pay the credit card

charge they can just pay with a if they

don't want to do either of those options

they can mail me a check but I strongly

discourage all of my clients from

mailing me a check check simply because

the mail can be unreliable and I don't

want to wait 3 to 10 business days for

the mail to show up so I much prefer

electronically paying me finally I just

set this up last month so it took me

four years to get this set up I got a

origination so now every time I onboard

a new client I'm having them fill out an

agreement saying that here is my bank

information I agree that you can

withdraw $400 every month from my bank

account account until the agreement ends

on the 1st of every month so now I have

a origination through my business

checking account so I can actually pull

the money straight from your business

from your bank account just like

whenever you get a mortgage usually the

mortgage company is automatically

pulling your mortgage payment the exact

same concept I got I had to go through

an approval process with my business

bank

account and now I get their Bank

information I have them sign the

agreement and now I enter their their

information into my banking system and I

can actually pull my own payment so

they're not paying me I'm basically

paying myself from their bank account

strongly recommend look into it if you

haven't already somebody else asked and

by the way these are all questions that

people ask me on my YouTube channel and

in our Facebook group so if you are not

in the Facebook group definitely

recommend join the Facebook group and if

you have any questions strongly

recommend drop a comment on this YouTube

video and I will do everything I can to

answer your questions all right somebody

else said I have no credentials and

experience where do I start the cool

thing is you don't need to have a

college degree work experience or any

certifications to start a bookkeeping

business we are not CPAs we are not

licensed we are basically just

specialized office managers or we're

basically just virtual assistants or

secretaries who just do bookkeeping so

we are really no different from like an

in-house office manager or office

administrator except we are outsourced

and specialize in just bookkeeping so

there are no specific certifications

that we need however I do recommend you

should become a QuickBooks Online

certified proadvisor if you have no

experience if you have your bachelor's

degree in accounting or if you have your

NBA or if you have five years of work

experience as a bookkeeper already you

might not need to become a certified

QuickBooks proadvisor however if you

have no experience I strongly recommend

get that certification that way when you

have your first conversation with a

prospective client they're going to ask

you do you have any experience are you

qualified to do this job you can say yes

as a matter of fact I am a certified

QuickBooks proadvisor and that's all you

need to say that means that you have

passed the QuickBooks exam it does not

necessarily mean that you know

everything about QuickBooks you won't

know everything about QuickBooks until

you actually start working in QuickBooks

but it gives you a talking point during

your sales consultation so that you can

say yes I am certified I am qualified

I'm a certified QuickBooks Pro advisor

other than that I recommend look into

learning bookkeeping fundamentals if you

don't know them already it does you

don't need to get an associates degree

or you don't even need to get a

bookkeeping certification you can take

my course if you want I teach

bookkeeping fundamentals and I teach a

full QuickBooks online tutorial you can

take my course if you want or you can

just watch YouTube videos or you could

probably get a few textbooks and you

could read the

textbooks or you could probably take an

online college class I recommend look

into like an intro to accounting online

college class at a local community

college or an online college if you

learn debits credits bookkeeping

fundamentals assets liabilities Equity

accounts payable accounts receivable

income statement balance sheet if you

learn those bookkeeping fundamentals

it's going to make you a much better

bookkeeper apart from Simply only

knowing QuickBooks Online who should be

responsible for for keeping the receipts

of transactions the business owner or

the bookkeeper so me as a bookkeeper I

am not requiring my clients to give me

receipts if I have questions if they go

to the ATM and pull out $200 I will ask

them I will say hey question July 15th

$200 who did you pay what did you buy

but I am not requiring that they give me

receipts if they ask me to keep track of

their receipts absolutely if they send

me their receipts and ask me to upload

them into QuickBooks I will do that but

I'm not requiring them to send me their

receipts if they ask about receipts I

will always say I strongly recommend

that you keep your own receipts but I'm

not requiring that you send them to me

and if they do ask me to upload the

receipts into QuickBooks I might

increase the bookkeeping fees a little

bit just because that is a lot of extra

work there's a number of different ways

they can send you their receipts they

could just email them to you they can

upload them directly into QuickBooks or

they could have some sort of Google

drive or Dropbox or Microsoft One drive

and they can upload the receipts into

the cloud and then give you access that

way why do business owners need you you

as in a bookkeeper they can save money

and do it themselves also without trust

who will hire you and disclose all their

company financing secrets to you this is

a two-part question why do business

owners need you two reasons they don't

know how to do bookkeeping and or they

don't have time to do bookkeeping there

are a ton of business owners who are

super busy and they're really really

smart people really technologically

savvy like they have a computer they

they probably know a ton about business

finances and accounting they could

totally do it themselves but a lot of

people are really busy and this is just

one extra task in their business that

they want to Outsource they want to

focus on operations and sales and

growing their business they don't

necessarily want to focus on the mundane

administrative tasks so a lot of people

simply don't have time to do their own

bookkeeping that's where we come in we

say hey I understand you probably know

how to do this but your time is more

valuably spent doing something else so

I'm here to take one extra task off your

plate reduce your stress now the other

side is that there are some people who

simply don't know how to do their own

bookkeeping if they're not able to

figure it out they need to hire somebody

to do their bookkeeping for them so they

don't really have a choice they might

have all the time in the world but if

they don't know how to use a computer or

they don't understand accounting or

bookkeeping or if they don't understand

how to track their finances they need to

hire a bookkeeper because we need

financial reports to file our taxes the

only way to get financial reports is to

have bookkeeping so the IRS requires

that all businesses file taxes so in

order to keep up with IRS requirements

they need to have bookkeeping whether

it's me or somebody else it doesn't

matter who it is they need somebody to

be doing the bookkeeping and then second

part of the question who who will hire

you and trust you with their company

financing secrets that's the whole thing

that's what I talk about every single

day bookkeeping is all about trust

Financial Services all about trust and

that is why I recommend you got to

create social media marketing content

every day to get your name out there to

get exposure to get your face in front

of these potential clients so that they

can see you get to know you build a

relationship with you and then they will

start to trust you this is not a getrich

quick scheme you're not going going to

start a bookkeeping business today and

make $10,000 tomorrow I'm sorry it's

just literally impossible it's going to

take a long time it's going to take

consistency and commitment you got to

show up every single day on the internet

in live inperson networking events

wherever you're doing your marketing and

advertising you got to show up every day

get your face out there talk to people

build real relationships be a good

person be positive be polite be

professional if you do this for 30 days

you're going to develop the habit and

you're going to get started and then if

you continue doing this for 6 months

you're going to naturally build a

reputation and you're going to start to

build relationships and trust with these

total strangers who are more likely to

hire you that's literally the whole

point okay two more questions what would

be the best way to start fresh for a

bookkeeping client this is a great

question they're asking like somebody

just asked me to take over their

bookkeeping and their book their

QuickBooks is a total mess so what can I

do how can I start fresh I generally

would approach the client and just try

to Comm communicate the issue I would

say hey like your balance sheet here's

your balance sheet here's your profit

and loss it's got a ton of inacurate

accounts a ton of wrong numbers your

customers and vendors are really

unorganized and everything is just point

out all the things that are wrong in

their QuickBooks obviously be polite be

professional don't be condescending but

just point out to them like hey your

QuickBooks is really unorganized and

it's going to take me a long time to fix

your bookkeeping and your QuickBooks

from the past so if you've already filed

taxes for 2022 and you just want me to

do a 2023 cleanup I actually recommend

let's just start fresh let's just get

you a new QuickBooks account because

it'll be much easier and more

importantly stress this it'll be more

accurate that's what it's all about

these business owners they want their

finances to be accurate and they want

them to be taken care of and done with

so you can stress to them two things

it'll be done faster and it'll be done

more accurately if we start with a clean

slate ultimately it's up to the business

owner so you cannot force your business

owner to get a new QuickBooks account

but you can strongly encourage it

strongly recommend it I'm a big fan of

starting fresh with a new QuickBooks

account you get a new chart of accounts

you get new vendors a clean slate for

vendors and customers I I'm a big fan of

starting fresh with a new QuickBooks

account okay last question how has

everyone been most successful getting

new clients I have five clients for my

small part-time bookkeeping business but

looking to take it full-time soon so I

have real quick on my website I have a

30-day social media marketing strategy

guide totally recommend check it out

Harrisburg bookkeeping.com store the

link is in the description of the video

this is a 30-day done for you social

media marketing strategy guide I show

you everything to post in the first 30

days so that you can build the habit of

posting consistently on social media and

marketing your bookkeeping business to

get started most successfully getting

new clients it's going to take you doing

sales because right now nobody really

knows who you are more than likely a

bunch of people are not going to come

calling you and messaging you and

emailing you asking for bookkeeping

services simply because you're brand new

and people don't know about you you

don't have that online reputation you

don't have six months of marketing so

people don't really know who you are so

it's going to require you to reach out

to other people and you can do that

through a multiple of different ways you

can DM people on Facebook and Instagram

and Linkedin you can send them message

I recommend find business owners friend

request them on Facebook wait a couple

weeks let them see your social media

marketing content engage with them a

little bit on your news feed comment on

their posts reply to their comments and

then two to four weeks after you become

friends you can send them a message you

can say hey I'm a bookkeeper let me know

if you ever need help with your

QuickBooks or some variation of a sales

pitch and then you can email people you

can find local business owners you can

get their email address on their website

and and then you can email them you can

get their phone number you can call

people you can get people's address and

you can send them a direct Mailer in the

beginning if you want to FastTrack

getting new clients it's going to take

some Outreach it's going to take some

sales you're going to have to reach out

to people if you don't want to do that

that's totally fine it's just going to

take you a little bit longer to get more

clients because you're going to have to

wait for people to reach out to you but

if you want to make things go faster and

get more clients quickly in the

beginning you got to reach out to other

people people