Ahh, it’s the most wonderful time of the year….tax season. 😱
Clients are starting to feel the tax deadline looming and they’re starting to think, “am I getting everything I need from my accountant?”
Meaning there is literally no better time to swoop in and be a tax hero.
Don’t get me wrong. I’m under no illusion that this time of year is difficult. But it’s what you do now that could shape your firm for the coming year.
It’s time to come out of your tax den and be more wolf……
So, here’s my 5 reasons why tax season could actually be your biggest lead generator.
- Tax season offers a chance to stand out 🚨
The truth is that at this time of year, focus is turned to the customer – for once not everyone is trying to get a piece of the pie. Now is your time to find a way to stand out.
In fact, this is the best time of the year to get noticed for all the right reasons. Because it’s during these months that clients are feeling real pain. They’re about to get lumped with a big bill, and it hurts (that’s coming from experience!).
You want to offer clients something completely new, something they’ve never experienced before….like a tax diagnostic review maybe? Be the tax hero and identify new areas of tax advisory to help them achieve their goals and ease the pain.
- Sew the seeds of doubt… 🌱
You crafty wolf.
Reach out to target clients who may be full of doubts and educate them. Educate them on what though? “The Other Tax Gap” of course.
Hundreds of reliefs and opportunities that have been designed to help ease tax burden are being missed. Why? Because of the strict qualifying conditions and required forward planning, resulting in phrases like ‘if only we’d discussed this sooner’. This is your way in.
It’s highly likely your perfect clients are under-claiming tax reliefs and OVERPAYING taxes…ouch.
Planting doubt in the mind of a prospective client and then offering your services as a way to remove that doubt forever is a powerful tactic (Jedi mind trick lesson #7 FYI).
Offering a tax diagnostic review is a great way to deliver a comprehensive analysis of the areas in which they may be overpaying.
- It’s time to capitalise on the old & grow the new 💷
Maybe I’ve tweaked this well-known phrase ever so slightly…..but the point is don’t forget about your existing clients and the massive opportunity there is to identify new areas to discuss with them.
To help during a particularly crazy time of year, make sure you have a checklist of questions or cards to remind you of key services to promote, or just spend an extra 10 minutes reviewing the client file before you get down to work. I know this is obvious, but it can be easily missed when you are sinking in tax returns.
Remember, this is the one time of year where you’ll get the full attention of your existing clients, because they need your help. So don’t miss out on the chance to demonstrate further ways in which you can save their business time and money – whilst at the same time growing yours. 🙌
Oo and one last thing, this is a time when existing clients need to be valued, so they don’t sniff around elsewhere. Treat them like royalty.
- Set a target for tax season
Set yourself a target that’s challenging but achievable. If you set one NOW, you’ll start to generate leads sooner. Yes, I realise I’m asking you to keep growing your firm at the busiest time of the year, but this is exactly why you need clear targets to focus on.
Without a clear target in mind, you can easily take your eye of the ball.
- JUST TAKE ACTION!
During the tax season, it’s very easy to get stuck in a rut because of the sheer volume of work you are handling. But putting off taking action won’t help you generate more leads.
Whether you’re main business goal is to drive value from existing clients, or win a few of your perfect clients, set a simple target and just start.
And finally, good luck, it’s time to make this tax season count!
If you enjoyed this blog and you’re serious about keeping your business growing in tax season, take a look at our latest eBook. We’ve pulled together a practical guide (with templates and everything!) for you to smash it this tax season – download our latest eBook here.