Let’s get right to it. It’s the end of the week, and it’s tax season! I’ve just got a quick tip for you to chew on, heading into the weekend…
The one thing that most Tax Professionals fail to understand is that although they’re in the tax preparation business, their real business is the marketing of tax services.
You may have heard this before, but stop. Think about it.
What does your business look like right about now?
Take a minute to really think about your current level of commitment to marketing your business. You may be the best Tax Pro in the country.
You may have the best training and all the top skills, but if you don’t have the tools and systems to automatically attract people into your office-and turn them into clients–then you’ll Struggle.
This axiom is true of every other business in the world (at least the ones that have to turn a profit to survive); Is McDonald’s in the business of selling hamburgers or is it in the business of making you want to buy their hamburgers?
No, it’s not a trick question.
The obvious answer there is — “both!”
I won’t go into how they make their hamburgers (I don’t think we really want to know) but I WILL tell you that what McDonald’s does is they get people to go and get a hamburger that is no better than you and I can make on our own grill. (Ok, probably even worse).
The secret to succeeding in your business and taking your tax business to the next level is marketing…marketing…and client relationship and education.
Make note of this:
“Educated Clients Refer More. Use More Services, and are Happier More Loyal Clients!”
Therefore, you should be asking: “Nate, how do I educate my clients…so that they refer, choose more services, stay with me for years?”
That is the real question!
Here are the three big things:
1. Use targeted Direct Response Marketing
2. Have an internal referral generation system that works day in, day out, like an automated SYSTEM.
3. Send them regular ‘strategy’ tips that educate them, stimulate more referrals, and get them to refer.
Everything else fall under these categories.
This is a simple template for you for the big picture–but now, less than a month left in tax season, here’s what I suggest:
Send your clients a postcard or note “thanking” them for using your services and ASK them to send you a referral. In fact, an even better idea is to run a quick “referral” contest between NOW and April 15th–the client who sends the most referrals would get a sweet prize (trip to Florida/Caribbean, nice TV, etc.).
But even if you don’t run a contest, it’s a great time to simply ask — before it’s really too late! Lots of low-hanging fruit out there right now. Go get em’!
To your success!