Follow the 1/20th Tax Client Marketing Rule

Arc colored in on 5 percentHow to elevate your service beyond tax prep.                                 

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

What would happen if you set goals at a higher level?

MORE ON MARKETING: Hire a Sales Person to Get Leads | Following Up After Tax Season | How to Meet Referral Sources | How to Sell Bundled Tax Services | 7 Questions for Succession Planning | 15 Points to Buying or Selling a Business | Offering Elder Care Assurance Services | 9 Questions to Ask About Divorce and Taxes
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The following is restricted to tax return clients only, and can be exceeded by you if you think this goal is too low.
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When to Hire a Sales Person to Get Leads

Man on the phone in officeAnd 15 types of work to seek.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

If you want leads to get business from large companies for tax services, consider hiring a sales person.

MORE ON MARKETING: Following Up After Tax Season | Advertising Done Right | 8 Considerations with New Clients | How to Conduct Business Valuations and Forensic Investigations | How to Counsel on Retirement Planning | What You Need to Start a Financial Planning Discussion
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The sales person should be a “professional” sales person and does not need to be an accountant.
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Checklist: Following Up After Tax Season

Stacks of papers on the corner of a deskLay the foundation for work you didn't have time to do earlier this year.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

If you were paying attention during tax season, you likely picked up on other services your clients might need.

MORE ON MARKETING: Advertising Done Right | 12 Branding Tips | Structuring Partnership and Buy-Sell Agreements | The 64-Point Business Startup Checklist | How to Offer Second Opinions | How to Offer Employment Compensation Assistance | Basic Budgeting for Clients | Guiding Heirs | Add New Revenues with Tax Prep Follow-ups
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Here is a checklist of 15 possible additional services, plus a form to track your follow-up.
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President Proposes Adding 6 Justices to Supreme Court

Statue of scales of justiceEverything old is new again.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

The president sent a bill to Congress proposing a plan to add six justices to the Supreme Court. The way his plan will work is that as each justice reaches age 70½ and fails to retire, a new justice will be added.

MORE ON MARKETING: Advertising Done Right | 12 Branding Tips | 11 Ways to Get More Tax Clients | Structuring Partnership and Buy-Sell Agreements | The 64-Point Business Startup Checklist | How to Offer Second Opinions
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The way his plan will work is that as each justice reaches age 70½ and fails to retire, a new justice will be added.
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Advertising Done Right

But remember there's more to marketing.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

I have not seen too many CPA ads that have generated revenue, but I’ve seen enough to know that the right advertising program works and produces new clients.

MORE ON MARKETING: 12 Branding Tips | How to Meet Referral Sources | How to Sell Bundled Tax Services | 7 Questions for Succession Planning | 15 Points to Buying or Selling a Business | Offering Elder Care Assurance Services | 9 Questions to Ask About Divorce and Taxes | Guiding Clients in Investment Allocation and Management | How and Why to Offer Estate Planning | Why CPAs Are Suited to Financial Planning
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Most of the CPA firm ads are announcements of their being there, goodwill ads, yellow page or Internet site ads, or branding ads. Advertisements should be designed to get business leads.
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12 Branding Tips

Man and woman holding briefcasesAppearances matter.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

Branding is part of marketing, but requires you to come up with a unique identity toward your specialty.

MORE ON MARKETING: How to Meet Referral Sources | 8 Considerations with New Clients | How to Prepare Returns for a Multiple-Year Non-Filer | How to Conduct Business Valuations and Forensic Investigations | Yes, Accountants Can Perform Conflict Resolution | Offering Second Marriage Assistance | What You Need to Start a Financial Planning Discussion | Tax Projections: How and Why | How to Raise Client Awareness of Services
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Tax department branding can be done as part of the overall firm, or separately.
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How to Meet Referral Sources

Illustration of different types of people connected9 tips you can start implementing today.                                                                                             
By Ed Mendlowitz
The CPA Trendlines Practice Doctor

Referrals should be your greatest way of obtaining additional business and in particular tax services.

MORE ON MARKETING: 8 Considerations with New Clients | 11 Ways to Get More Tax Clients | Structuring Partnership and Buy-Sell Agreements | The 64-Point Business Startup Checklist | How to Offer Second Opinions | How to Offer Employment Compensation Assistance | Basic Budgeting for Clients | Guiding Heirs | 11 Questions to Ask Every Tax Client | Add New Revenues with Tax Prep Follow-ups | Marketing vs. Selling: Both Must Serve the Client First
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Referrals do not just come from existing clients, but can come from almost everyone you know. Referrals are made by people who believe
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