Marketing does not have to take a back seat just because you are swamped during tax season. In fact, this is one of the best times to grow your practice. Your prospective clients are right now getting frustrated with their current practitioner because they are:
– Dealing with an inexperienced tax preparer — not you, a CPA;
– Not having their calls returned from their current accountant; and
– Not receiving the high-level service that you provide.
By following these three tips, marketing will be a natural extension of client service.
#1: Answer a Question With a Question
Your clients will naturally have accounting questions about their household income and/or business. They’ll ask about new write-offs, tax incentives and mundane bookkeeping issues. Of course, many clients don’t know what to ask.
As their trusted adviser, it is your responsibility to bring up insightful questions. Moreover, if they do ask a seemingly simple question, there’s probably more to it, as surely you’ve found out in the past. Instead of just answering their question, ask a follow-up, such as: “What prompted you to think of asking it now?”; “I’m sure there’s more behind that question.”; or “How would you answer that question for yourself?”
Such questions help to uncover, discover and reveal misgivings, misunderstandings, assumptions, myths, stigma and mistakes that would otherwise remain hidden under a shroud of embarrassment, blank stares, shrugs and absent-minded head-nodding. Of course, it’s easier and quicker to simply answer and move on to the next tax return. After all, you’re the financial doctor and you have a waiting room full of tax patients. Then again, how does it feel when your doctor dismisses your questions and your presence in mere minutes of his time?
In the age of blogs, newsletters and online group discussions, the answers your clients are seeking are out there. They may not be complete, thorough or correct, but your peers — who are willing to invest time educating your clients — are waiting with greener grass. More importantly, client retention is as important as new business.
So, take the time to peak under the hood by asking follow-up questions, which will lead you to more business and help avoid costly surprises.
Leave A Comment