Discover How To Become The DOMINANT Tax Return Preparer In Your Area In 2012!
Regardless of whether you have an established tax practice or are just starting out, one simple fact stands out above all other things in your role as a tax professional:
If you can’t get clients, you’re going to starve.
It’s a very, very simple equation: If you prepare tax returns for a living, then you need people walking through your door with a tax return needing prepared in order to make a living!
Even if you have an established practice, you need to replace return volume that you are losing to tax software, IRS Free File, or even tax practitioners that ARE mastering the keys to attracting customers.
Fortunately, just like being a tax professional, becoming great at getting paying clients is nothing more than another learned skill that ANYBODY can master.
As a tax practitioner, you should take great pride in your education, in your tax knowledge, in your ability to recognize missed opportunities for tax savings, and in your ability to prepare an accurate tax return.
At the same time, however, you should take great pride in knowing how to make yourself available to the people that need your expertise. After all, that’s what we do, right? We help people. Therefore, you should feel GREAT about learning and doing marketing, because by learning and doing marketing, you are doing the things necessary for the people that NEED YOU to actually be able to FIND YOU.
When you understand both the theory and the practical mechanics of marketing, you can literally create a MACHINE that runs almost on auto-pilot, that brings you in a steady stream of new prospects. And when you understand “sales”, you know how to convert those prospects into clients — and the best part is that there is nothing required from the old fashioned notion of what “selling” is. In reality, as a service professional with your marketing done properly, people don’t need to be “sold”. Instead, the “sales” process becomes merely the initial consultation, and “closing” is simply the act of preparing their tax return and getting paid.
Marketing and sales are, in my mind, such interconnected processes that it’s hard for me to separate them. Some people view marketing as the process to get them to come to you, and sales as the process where they pay you. To me, sales is a natural … Continue reading