My oldest daughter, Danielle, drives a 2012 Volkswagen Jetta. She leased it new about three years ago, and has been very happy with it ever since. Her lease isn’t up until October this year, but she started getting phone calls from the car salesperson sometime in April — nearly six months prior. Despite my daughter’s reluctance to speak with her, the salesperson was diligent and persistent — and it eventually paid off. After about the 10th phone call, I finally agreed to hear what she had to say.
“I’m only calling because I really think I can save you money,” she said earnestly. Needless to say, she had my attention.
She went on to offer us a deal that sounded too good to be true: A new lease on a brand-new 2015 Jetta — no money down, no change in the monthly payment, we wouldn’t have to make the remaining 4 payments on the old car, no penalty for the extra miles (Danielle was 10,000 miles over the allotted amount), and we didn’t have to fix the big ‘ol dent in the front fender. At first, we were skeptical. How could that be? But she explained that because the buyback (residual) cost was so low, the dealership would actually make more money selling the used 2012 model and giving Danielle a brand-new car for the same price.
The salesperson felt compelled to tell us about how she could help us. In her mind, she would be committing a disservice if she didn’t at least inform us about how she could help.
In the end, Danielle decided to end her lease four months early. She is currently the proud owner of a 2015 Jetta with a bigger engine, back-up camera and more, and lower mileage — all for the same monthly cost as her old car.
Weren’t we glad that salesperson was persistent!
And the same can be said for you and your tax resolution practice: The money is in the follow-up. No, really, it is. In fact, 67 percent of revenues in the tax resolution niche come from having a formal follow-up system in place.
That means that if you’re looking to get retained by 10 people, only three of those people will decide to use your services within the first meeting, while the other seven will make that decision anywhere from 14 to 180 days after they first met or spoke with you — and ONLY because you’ve sent no less than seven or eight letters AND made several phone calls. Given this proven fact, why wouldn’t you put your follow-up direct mail system on auto-pilot?
Studies show that prospective clients require several “touches” before they decide to do business with you. This is commonly known as “The Rule of Seven,” but the message is more important than the exact number. You can’t contact your prospective clients one time and expect them to sign up … or even remember who you are. Your efforts have to be repetitive and consistent. After all, you never know when they will be ready to make the leap.
What would have happened if the car salesperson only contacted my daughter once? She would still be in her old Jetta and, in the end; both parties would have lost money.
I learned the lesson of the follow-up early on in my tax resolution career.
When I was representing clients and taking consultations, I would relentlessly and persistently follow up with the clients I believed I could do a really great job for. It was a win-win for everyone involved: If I convinced them to use my services and I landed them a really great settlement, my success rate would improve and they would walk away happy. The way I looked at it is I’d be doing them a dis-service if I DIDN’T follow-up because I knew I could solve a huge problem for them!
My point is, if you are not focusing on the follow-up, you are losing money!
And a lot of it. Fortunately, we’re here to help. My Tax Domination System & Toolkit has done-for-you, customizable, 7 sequential follow-up letters that are guaranteed to keep you at the forefront of your prospective client’s mind and keep current with tax resolution marketing strategies. With that, 67 percent more revenue is just a click away.
Focus on your follow up and keep focused on being in the business of growing your tax resolution business!
Make it a meaningful, memorable day!