One of the most important things I’ve learned to do to make more money in my tax practice?
Follow up religiously, relentlessly, and automatically...
Big Mistakes Tax Pros Make – Not following up with prospects
As a tax pro, I get busy like the best of them. Especially when it is only you or a few other staff (who are also very busy) in the office. If you are like me, you have been doing so many different marketing methods for a long time of trying to get new business. Many of those methods are now working very well in attracting leads and prospects.
You get many people who call, email or text you about wanting to be your client. They want tax prep, tax planning, bookkeeping, payroll, or other advisory services (or all of the above). But you get so busy that you don’t have time to talk to them.
Of course, time gets away from you and you realize a couple of weeks (or more) has gone by. Most people write that off that it is too late to contact them now. But why?
If you find yourself in that situation, have you or someone in your office call them back to see if they hired someone. You may be surprised that no one has called them back. Worst case scenario, they tell you they already found someone, you wish them well and move on. But what if they haven’t found someone yet?
I have had this happen many times. One time we contacted the person back and said they called a few people and no one called them back. After talking with them, it turns out they had a few back tax returns to prepare and setup an installment agreement for them. This generated almost $4,000 to my firm, just by returning a phone call (two weeks late at that). This was all because I picked up the phone and returned the call about two weeks after they initially called.
Obviously, don’t wait two weeks, but do know that if time has gotten away from you, then it is not necessarily too late. Pick up the phone and call now! You never know what you may find out!
All the best,