MarTech for Accountants: Maximize Your CRM System Tags

Businessman with laptop and papersYou also can combine them in searches.

By Jassen Bowman
Tax Resolution Systems

Most CRM systems rely heavily on using tags for group and categorizing contacts.

MORE ON TAX RESOLUTION: 10 Steps to Setting Up Direct Mail | Use 24-Hour Lines for Leads | Measure Your Business Metrics | Checklists for Tax Resolution Sales | Overcome Objections in 7 Steps | How to Reactivate Lost Clients
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The following is one suggested system for organizing and tagging your contacts. Modify this to meet your own needs and practice goals.
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10 Steps to Setting Up Direct Mail

Young man getting mail from mailboxAutomate as much as possible.

By Jassen Bowman
Tax Resolution Systems

Use the following checklist to set up your direct mail system. This checklist is based on using Click2Mail.com, the USPS contractor for online printing and postage.

MORE ON TAX RESOLUTION: Use 24-Hour Lines for Leads | Set Up Your Lead Followup Touch Program | Building Your Dream Team | Quoting Tax Resolution Fees | 12 Rules for Phone Calls | Lead Generation Marketing Must Happen Daily | 3 Checklists for Office Communication | What to Say on Phone Calls about Fees
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Become familiar with using the system if you choose to use it, as it can have a steep learning curve for some folks. It is not the most intuitive website to use, and the user interface definitely leaves something to be desired. Fortunately, the printing and postage options are so inexpensive that they make up for this deficiency.
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Use 24-Hour Lines for Leads

Businesswoman using phone working on laptop in coffee shopDon't forget the test call.

By Jassen Bowman
Tax Resolution Systems

Use this checklist to make sure you have completely set up the 24-hour recorded information line for your marketing campaign.

MORE ON TAX RESOLUTION: Set Up Your Lead Followup Touch Program | Process Communications Efficiently | Suggested Tax Resolution Client Payment Guidelines | Basics of Tax Season Work Flow | When to Follow Up on Prospects | Checklists for New Lead Generation | Case Study: Building a Tax Resolution Business
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We frequently use 24-hour recorded information lines to present specific tax information to leads. For example, we may mail a postcard offering free information about the newest changes to the Offer in Compromise program, and provide a toll-free number. I will then set up that number in CallFire to contain a 5- to 10-minute recording about the OIC program, its benefits, requirements and how to get started.
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Set Up Your Lead Followup Touch Program

Businesswoman talking on phoneIs a solid lead worth $22 to you?

By Jassen Bowman
Tax Resolution Systems

The job of your lead generation program is to find people who want to communicate with you, want information about the services you offer, and are at some minimal level interested in the kind of work you do.

MORE ON TAX RESOLUTION: Process Communications Efficiently | Measure Your Business Metrics | Checklists for Tax Resolution Sales | Overcome Objections in 7 Steps | How to Reactivate Lost Clients | Don’t Ignore Your Existing Leads | The Importance of Goals and Affirmations
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Most leads will not immediately turn into prospects, and thus require nurturing over time. The purpose of your lead followup touch program is to build rapport with these leads, and move them toward scheduling a consultation (thus becoming a prospect).
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Lead Generation Matrix Setup Checklist

Put some thought into this.

By Jassen Bowman
Tax Resolution Systems

Your lead generation matrix outlines the specific tools that you will use to achieve your goals, as determined from completing the goals worksheet and/or completing the future narrative exercise.

MORE ON TAX RESOLUTION: Process Communications Efficiently | Measure Your Business Metrics | Checklists for Tax Resolution Sales | Overcome Objections in 7 Steps | Lead Generation Marketing Must Happen Daily | 3 Checklists for Office Communication
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The lead generation matrix defines the exact lead generation mailers, Internet marketing methods, email sequences, etc. that you’ll use to generate new leads. This checklist provides a basic guideline for going through the process.
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Process Communications Efficiently

Businessman typing on laptop, shadows of envelopesYou never know what you might miss.

By Jassen Bowman
Tax Resolution Systems

Timely review of IRS notices is very important for a tax resolution practice.

MORE ON TAX RESOLUTION: Measure Your Business Metrics | Building Your Dream Team | Quoting Tax Resolution Fees | 12 Rules for Phone Calls | Lead Generation Marketing Must Happen Daily | 3 Checklists for Office Communication | What to Say on Phone Calls about Fees | Use Checklists to Manage Your Tax Firm
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These checklists also apply to faxes and voicemails.
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Checklist: The Essential Goal-Oriented Business Metrics

30 items for 2 types of goals.

By Jassen Bowman
Tax Resolution Systems

If you need help coming up with some ideas on what types of goals to set within your business, I might suggest you review the following list of possible metrics (things to measure) in your business.

MORE ON TAX RESOLUTION: Building Your Dream Team | Suggested Tax Resolution Client Payment Guidelines | When to Follow Up on Prospects | Checklists for New Lead Generation | How to Handle Client Complaints | Case Study: Building a Tax Resolution Business | Marketing Requires Ruthless Accountability
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You want your goals to be specific, measurable, achievable, results-focused and timed. Your goals will probably change over time as you become better and more confident.
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Building Your Dream Team

The who, why and how of all the people you'll need outside your practice.

By Jassen Bowman
Tax Resolution Systems

Your practice does not operate without the assistance of other people and businesses.

MORE ON TAX RESOLUTION: Suggested Tax Resolution Client Payment Guidelines | Checklists for Tax Resolution Sales | Overcome Objections in 7 Steps | How to Reactivate Lost Clients | Don’t Ignore Your Existing Leads | The Importance of Goals and Affirmations | Market to Your Ideal Clients | Tax Resolution: A Lucrative Opportunity
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Note that this section doesn’t comprise your internal staff. Rather, your “Dream Team” is your network of service providers, independent contractors, vendors and joint venture partners.
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Suggested Tax Resolution Client Payment Guidelines

Remember who you're dealing with.

By Jassen Bowman
Tax Resolution Systems

Let's put this right out in the open: Your livelihood in the tax resolution business is coming from individuals and businesses that OWE MONEY to the government, and, more than likely, are behind on payments to other creditors, also.

MORE ON TAX RESOLUTION: Checklists for Tax Resolution Sales | Quoting Tax Resolution Fees | 12 Rules for Phone Calls | Don’t Ignore Your Existing Leads | The Ins and Outs of Hiring and Firing | Market to Your Ideal Clients | One-Step vs. Two-Step Marketing | Tax Resolution: A Lucrative Opportunity
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In order to protect yourself and your firm, it is important to have client payment procedures in place and ENFORCE them so that you don't do a bunch of work for free or become just another creditor that the taxpayer owes money to.
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Checklists for Tax Resolution Sales

Includes consultation questions.

By Jassen Bowman
Tax Resolution Systems

After marketing, your next most important job is sales. Sales and marketing are intimately connected, because the leads you generate and nurture through marketing become the prospects you sell to in the sales process.

MORE ON TAX RESOLUTION: Quoting Tax Resolution Fees | Basics of Tax Season Work Flow | When to Follow Up on Prospects | Checklists for New Lead Generation |Client Management Checklists for Tax Resolution | How to Handle Client Complaints | Case Study: Building a Tax Resolution Business | Marketing Requires Ruthless Accountability
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Most tax professionals dislike the idea of seeing themselves as salespeople. However, you need to accept the fact that if you can’t close a sale, you’re going to be broke, no regardless of your statewide high score on the CPA exam, regardless of the prestigious law school you went to, regardless of any other certifications you’ve earned. If you don’t sell, you don’t eat.
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Quoting Tax Resolution Fees

5 scenarios with fee quotation breakdowns.

By Jassen Bowman
Tax Resolution Systems

One of the most common questions I get from practitioners adding tax resolution services to their service offerings has to do with fees. Many practitioners see the benefit of offering flat-fee service options, while others choose to stick with their existing hourly fee model.

MORE ON TAX RESOLUTION: Basics of Tax Season Work Flow | Overcome Objections in 7 Steps | How to Reactivate Lost Clients | Don’t Ignore Your Existing Leads | Some Office Nuts and Bolts | The Importance of Goals and Affirmations | Market to Your Ideal Clients
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These are some example of how I quote fees when running a high-volume tax resolution practice. These scenarios do not represent any one particular client I’ve had. Rather, they each represent dozens of similar situations I’ve worked on. These scenarios are the norm if you’re focusing on 941 representation. For completeness, I’ve also added a 1040 scenario as an example.
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