[WWN] Mining The Acres of Diamonds Under Your Feet

Phone

If you want to get your numbers up between now and April 17th, here's something we did which works like gangbusters, every tax season. 

You've got files full of folders (or a database, hopefully!) for clients who haven't yet come in. They are a gold mine of potential for this tax season.

Find someone on your staff with a sunny phone disposition, and set them aside to make outbound calls. If you DON'T have someone like that on your staff A) that's a problem but more importantly -- B) hire one on a temporary basis, with a small hourly rate, and bonus them for each client they successfully bring in.

Below, you will find the script you should use to call the clients. 

The main things you want to do when you call them are: 

 1) Develop a sense of urgency (do this by offering them the discount ONLY if they come in by a certain date)

and

2) Get a definite time when they agree to come in (this will give them further incentive to come in because you will have created a sense of obligation).

Hello Mr./Mrs._____________. My name is (John). I'm calling from the ABC-TAX office. You've been a great client for us in the past, and I wanted to get in touch with you before things get too late this season. Has anything changed for you that would affect your taxes this year?

(If YES): You're probably gonna need help filling out those new forms so you can get the most money back from the IRS, aren't you Mr./Mrs._________? Well, we get really busy in April before the IRS tax deadline so we're calling our clients
now so they can get the best possible service. Would you like more personalized service now before we get too busy?

(If NO): Well, there's been about 141 new tax law changes this year, and we know about them and how they can get you more money. You want the most money that you can back from the IRS, right?

[RESPONSE]

Well, we get really busy in April before the IRS tax deadline so we're calling our clients now so they can get the best possible service. Would you like more personalized service now before we get too busy?

[RESPONSE]

And, I'm calling to give you a little incentive, Mr./Mrs.________. We've got a limited supply of free gifts, and I want you to be able to get one. Plus, if you can get down here to file your taxes by next ___________, I can offer you a $27.00 certificate towards our fees. Does that sound good to you?

[RESPONSE]

Great. Tell your tax preparer that you want the "[CALLER'S NAME] Discount", and we'll make sure you get $27.00 off our fees when you come in by next _______. I'm writing your name down on our list so we can verify your discount. We'll look forward to seeing you then.

IF nobody picks up, leave this on the voice mail...

 "Hey Mr./Mrs.________. This is (John) from the _______ ABC-TAX office. Call me by [next day] so I can tell you about the special offer we're making to our existing clients. There is a deadline, so call me at _______________ by tomorrow. Thanks! Have a great day!

The main thing to do with this, is to make calls with enthusiasm, have FUN doing it, and see how many existing clients your office can bring in during March so your last week of tax season isn't overwhelming with procrastinators. That way your office will "roar" at the end of the year and not go "baa-aah"!

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