Tax resolution practitioners, ask yourself this:
When your clients walk out the door, do you think they will refer their friend or family member with IRS tax problems to you?
If the answer is “no” or “not sure” then it is time to examine how you conduct your client relationships. I am saying this with the assumption that solving tax issues is not the issue.
Each client is potentially the gateway to a referral, so it is worth your while to go above and beyond (and get your staff is on board with this also). Here are a few simple tips that you can follow to make sure that your client likes your work – and likes you.
Collect Data and Use It
Did you know that the number one reason a customer stops doing business with any company is because they feel the company doesn’t care about them? Collect data about your customers. This doesn’t have to be done in a formal manner, but when you are talking to them note things such as the names of their kids or their dog or a major event that is happening in their life (besides the tax problem). The next time you see them, ask them about the event or how their kid’s first day of school was. This hits close to home with most people and shows that you paid attention and you see them as more than just as another client.
Keep an Eye on Your Competitors
It never hurts to know what your competitors are offering. Keep tabs on your competitors and confirm that your offer is just as good – or better – to get the client in the door. This means from the get-go that you’ve started off the relationship giving the client the best offer out there.
Provide Extra Value
Once you have finished your case work with your client, do you have something to offer them that adds value to their time spent with you? For example, in November we will be formally launching The Audit Protection Plan System and Toolkit which acts as a safety net you can provide to your clients after you have resolved their IRS tax problems. It gives them worry-free audit protection and provides you with a recurring revenue each year. Be on the lookout for a Master Class workshop on this soon!
Get in the business of making the most out of your business!
Till next time,