Have you ever been on Amazon’s website, QuickBooks or any other sites on the internet, and then you start seeing their ads show up no matter where you go online?
We all do it—visit a website because we are interested in a product or a service, but we don’t always reach out to that company. Your potential clients are doing the same thing on your website. They’re coming to your website and they’re not reaching out, they’re not taking the next action you want them to take.
On today’s video I have a quick, easy and affordable internet marketing tip for you on how to stay in front of those prospects that visit your website but don’t take the next action like request more information or schedule a consultation.
John: I have a sales question for you. So you know I’m pretty good at closing deals but I’m very slow because I give the prospect a lot of free information before I sign them up because I just don’t get for myself, and I think my problem is I keep comparing consumers to how I would be the consumer which is wrong because there’s very different kinds of consumers and prospects. But I don’t get how I can get someone to buy transcript analysis when we don’t even know potentially what their problem is. So I have this fear on this side of my head where I’m selling them something that maybe they don’t really need because maybe they don’t really have a problem. But on the other hand I feel like if we get some people to sign up for transcript analysis then they’re more invested, so then it’s easier to get them to sign on for other services that they might actually need. But my question is should we try to sell transcript analysis upfront more often because right now I’m just providing it for free and then only trying to get them to do a deal once we see what their problem is.
Do you think the tax resolution market is too saturated? I get this question all the time. Instead of the myth, let’s look at the facts.
The Real Facts:
There are only 3,500 to 4,000 firms nationwide that are doing tax resolution today in any meaningful way. But only 200 of those firms do tax resolution as their number one source of revenue. So, the majority, over 90% of firms view tax resolution as just “something they do” if one of their clients’ needs help. In other words, they don’t invest a lot in marketing this service. They have traditional practices with very little emphasis on IRS Representation.
However, there are 14 million taxpayers in the IRS’s collection division right now that have an IRS tax debt large enough to warrant professional representation. 19 million people owe the IRS $391 billion dollars right now. There has never been a time that more taxpayers are in trouble with the IRS than right now!
If you want to learn more Facts vs. Myths regarding getting into tax resolution, watch the video above.
The secret to building credibility with your prospects is what I call ACE: Authority, Credibility and Expert Status.
One way to stand out as an authority is by writing a book. Watch today’s video to learn more about becoming an authority.
I want to give a big shout out to one of our Mastermind members, Jeffrey Schneider, who just came out with his book called Now What? I Got a Tax Notice from the IRS, Help. And he hands this book out to prospects, he has it on his website that they can request a free copy. Having a book automatically positions you as an expert, as an author. Author means authoritarian, you know what you’re talking about. So this is one of the best ways to get authority, credibility and expert status. Get your books out.
Do you want to know how to destroy sales resistance and fee resistance between the time the tax resolution prospect makes their appointment versus the time they actually come in?
There are specific 3 things you need to send your prospect in the mail between the time they make the appointment, and the time they show up.
On today’s video I tell you the 3 items that you need to mail to your client. This is an easy actionable plan. Communicating with your client is key to getting them to show up.
The first thing is The Guide to Selecting a Tax Professional and it asks 4 or 5 questions. One question is, what is the professional’s tax record? Another question can be, how will a professional keep information about my case? How will they communicate with me? So you answer all these questions that someone has in their mind who’s shopping around and looking to hire a tax professional.
The second document is the 6 Myths About Tax Professionals. And one of those myths can be myth number 2, all attorneys and accountants have IRS experience. And we know that’s not true. Another myth could be tax professionals listed on internet directories are carefully screened for qualifications. And we know that’s not true.
The third thing you should be sending them, this all goes in one packet, one envelope, these 3 documents, the third thing is is your 6 point or your 5 point or your 8 point plan to resolving your client’s IRS tax problems. And one of those could be we will obtain your transcripts and your records of account from the IRS. That’s Step No. 3. Step No. 6, we will prepare all forms required by the IRS to resolve your IRS problem. So you’re basically giving them a road map to resolution on your 5 point or 6 point or 8 point plan to resolving their tax problems.
So make sure that you communicate. It’s very important to communicate with your clients between the time they make the appointment versus the time they show up in your office or on the phone at the appointed time.