When to Follow Up on Prospects

Businessman typing on laptop, shadows of envelopesYou can divide your efforts into tiers, but you need a plan.

By Jassen Bowman
Tax Resolution Systems

You invest a substantial amount of time and money to generate your leads. After your existing clients and past clients, your unconverted leads are the next best source of future revenue.

MORE: Lead Generation Marketing Must Happen Daily | Checklists for New Lead Generation | Client Management Checklists for Tax Resolution | How to Handle Client Complaints | Checklists for Your Tax Resolution Office Setup | Case Study: Building a Tax Resolution Business | Marketing Requires Ruthless Accountability
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When somebody expresses an interest in your services, you should actively engage them on roughly a weekly basis for at least a couple of years. Yes, years.
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How to Reactivate Lost Clients

Young man getting mail from mailboxSample postcards and letters you can use right now.

By Jassen Bowman
Tax Resolution Systems

The absolute least expensive source of new clients always has been and always will be old clients. A staggering number of tax professionals fail to properly market to retain their existing clients, some of whom then become lost clients.

MORE: Lead Generation Marketing Must Happen Daily | Checklists for New Lead Generation | Client Management Checklists for Tax Resolution | How to Handle Client Complaints | Checklists for Your Tax Resolution Office Setup | Case Study: Building a Tax Resolution Business | Marketing Requires Ruthless Accountability
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This checklist assumes that your 7216 disclosure properly addresses the use of tax return information for marketing purposes. If your past 7216 does not authorize this use, then don’t do this – but update your CURRENT 7216 with such verbiage to allow future use.
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Lead Generation Marketing Must Happen Daily

Man writing on a calendarCHECKLIST: Essential marketing tasks in 31 minutes a day.

By Jassen Bowman
Tax Resolution Systems

The most successful small business owners embrace the fact that new lead generation marketing is a DAILY activity. If you don’t have a full-time marketing manager, then you, as the business owner, need to take this task upon yourself. You should spend time marketing your tax practice every single day, EVEN DURING TAX SEASON.

MORE: Checklists for New Lead Generation | Don’t Ignore Your Existing Leads | Some Office Nuts and Bolts | The Importance of Goals and Affirmations | The Ins and Outs of Hiring and Firing | Market to Your Ideal Clients
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Don’t use the busy times of the year as an excuse to slack off on marketing if your goal is to GROW your business. There are busy times during MOST of the year – February, March, April, June, July, August, September, October – all of these months have unique deadlines and seasonal peaks. This is ¾ of the year!
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Checklists for New Lead Generation

Green checks being made on checklistEverything from social media to direct mail.

By Jassen Bowman
Tax Resolution Systems

When focusing on tax resolution within your practice, you will need to conduct ongoing lead generation marketing.

MORE: Don’t Ignore Your Existing Leads | 3 Checklists for Office Communication | What to Say on Phone Calls about Fees | Tax Resolution Staff Roles and Responsibilities | Case Study: Building a Tax Resolution Business | Market to Your Ideal Clients | Follow Up with Leads Longer | Marketing Requires Ruthless Accountability | One-Step vs. Two-Step Marketing | 5 Daily Tasks for Maximum Tax Resolution Profitability
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This is NOT a comprehensive marketing training manual, and barely scratches the surface of what you can do regarding your lead generation marketing. What’s presented here is intended to give you an idea of what these kinds of checklists look like in order to help you create your own.
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Bowman Webinar: Inside the IRS Financial Analysis Handbook

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CPA Trendlines expert author sets sessions for Dec. 16, 20 and 21.

Join CPA Trendlines expert and best-selling author Jassen Bowman for three sessions in three days, covering how the IRS analyzes a taxpayer's financial condition and the questions the IRS often asks.

This is an online class that meets for a total of 6 CPE hours over the course of three days – Dec. 19, 20, & 21 –  from 2 pm to 3:40 pm ET (11am-12:40 pm PT) each day.

Register Here

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