Are you asking enough life cycle questions?
By Ed Mendlowitz
The CPA Trendlines Practice Doctor
Part of selling is to have existing clients use more of your services. To do this they must be told the breadth and depth of your firm’s activities. It should be a major goal of every meeting with a client.
Here are a few ways to do it.
Tax return preparation interviews
The tax return preparation interview, the purpose of which is to gather information, is a tremendous opportunity to find out the concerns of the client and where you can help. The assistance you give can sometimes provide a life-changing benefit to the client while enabling your firm to increase its service base gaining additional revenues.
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