Like most CPAs, tax preparation is probably the bread and butter of your business. Making the most of your time and energy is crucial if you want your business to be as profitable as possible, and your time to be well-spent. Collecting and retaining tax clients is vital towards that end. It’s still only June, but before you know it, April will be upon us once again. Start planning strategies now that will get you there! Growing any tax practice steadily requires a plan.
Plan to Send Email Reminders Early Next YearRetaining clients should be easier than finding new ones. Happy clients from years past will hopefully refer more clients to your firm. But people are people. They have a lot on their plates, they’re forgetful, and they want an easy button. Just because they were satisfied with the job that you did this year doesn’t necessarily mean they’ll remember to reach out to you again next year. They may just opt to click on the banner ad that pops up in front of them next March 31st. Make it easy for them to remember you and locate you again quickly! Send out a reminder next January that tax season is coming up again, and that deadlines will be approaching before they know it. Suggest they set up an appointment with you. (That part is a piece of cake if you’ve got a system like workflow software working in your favor!) They already like you and you have their vote of confidence, you just need to remind them that you filed for them last year, and the time to file again is approaching.
Referrals, Referrals, Referrals!Many accounting professionals will admit that referrals are the biggest source of new business, but very few of them have any systems in place for generating those referrals. Why?! You’re probably sitting on an absolute gold mine of referral business that you only have to ask for. Take advantage of that! As Tax Coach System points out, referrals are much better than other clients because:
- They decide to do business with you more quickly
- They’re easier to train and manage
- They’re more willing to pay premium fees
- They’re more willing to refer you to even more clients