Today’s post is short, simple, and to the point: In order to achieve your best tax season ever, you need to focus very specifically, for several hours each week, on the following tasks:
- Get last year’s customers to come back this year. This is best achieved by regularly connecting with your clients.
- Get old prospects, no-shows, and cancelled appointments to come in this year (read this post on follow up marketing.)
- Fire your worst clients that you don’t want coming back this year.
- Get customers from previous years that did not return in 2016 to come back in 2017. Data mine through your old tax files to compile this list, then use either the prospect or client marketing techniques referenced above with them.
- Get referrals from existing customers.
- Find brand new customers through multiple streams of prospecting. See the Tax Practice Daily Marketing Checklist for a good starting point.
The setup process for all of the above items will take between 5 and 20 man-hours, largely depending upon the level of computerization of your client records. Weekly maintenance of the above marketing plan (you did recognize this as a marketing plan, right?) will take approximately one hour per day, sometimes less, depending on your goals.
Finding a few hours each week, even during the heat of tax season, is easy — don’t tell me it can’t be done. The most successful tax preparation businesses in the country manage their tax practices using the above marketing plan in one form or another. Just a few extra hours of your time each week is all it takes to literally adds tens of thousands of dollars to your bottom line for tax season.
The best time to do the setup work, which is the most laborious part, is RIGHT NOW — before the first peak of tax season comes.