Use your time with the client to ask about more than just this year’s tax return.
By Sandi Smith, CPA
Here are some fast tips to help you make the most out of busy season, which is when you have the highest amount of your clients’ attention all year long.
More for soloists and small firms: How to Stay Energized, Upbeat, and Thinking Bigger through Busy Season • Seven Ways to Wow Your Prospect • Rev Up Your Revenue with These Two Daily Rituals • 10 Tips for Creating More Energy this Tax Season • Take a Cue from Venture Capitalists: Your Firm Needs a Brain Trust Trinity • Accountants, Do You Know Your Opportunity Number? • Five Ideas to Overcome Client Price-Sensitivity • 5 Mistakes to Avoid When Seeking New Clients • 3 Steps to Start Running on Millionaire Time • The Missing Ingredient in Your Marketing That Will Make All the Difference • On the Road to a Stress-Free Life: Identify Your Character Strengths •
1. Make a checklist to go through with your prospects during the initial meeting (a/k/a “the sales call.”).
- This is the time to find out what your prospects need and why they might be switching accounting service providers. You can get your hands around the scope of a clients’ needs best when you use a checklist.