At yesterday’s IRS-sponsored “Working Together” symposium in Seattle, the Tacoma Collections Group Manager presented material that was put together by Thomas Kramer, the IRS Collection Territory Manager for the area. In that presentation, two fascinating facts were presented that are relevant to our current line of thinking:
- As of March 31, 2018, there were $60.3 billion in 941 balance dues, not including penalties and interest.
- Year to date, 59% of cases that Revenue Officers resolve are business cases.
See why we’re doing this marketing challenge?
Today is pretty simple, and quite honestly should only take you 10-20 minutes, assuming you did yesterday’s exercise.
Here it is, nice and simple: Open up your telephone directory, and call FIVE (or as many as exist, if less than five) local, mom and pop payroll service providers.
Yes, payroll service providers. Small, local ones.
Look ’em up. Call them, say your elevator pitch, and tell them you’d like to discuss a referral relationship. They send you leads, you send them leads.
“Whoa, whoa, hang on a second, Jassen. If a business has a payroll provider, they don’t have a 941 problem!”
That’s what you’d think, right? Well, not so fast.
See, many small businesses with 941 debts did, at one point, have all their ducks in a row. Then, something happened. Maybe it was a loss of a big contract, a death in the family, a regulatory change, etc. All kinds of things happen that turn profitable businesses into clunkers overnight.
So, payroll service companies see this. Because one day, the total payroll + taxes debit doesn’t go through when the payroll service provider tries to run payroll. In fact, they are the first ones to see it. And maybe 1 in 200 of these kinds of payroll providers offers resolution services. So, this is your chance to build referral relationships with one type of non-competing service provider that you can help them, and they can help you.
Tomorrow, we’ll discuss how to take this little tactic to the next level. But for now, go call some small payroll providers, and get the conversation going, elevator pitch in hand.… Continue reading