Ringo sang the song. But John Lennon and Paul McCartney wrote this Marketing Masterpiece. Why do I call it a marketing masterpiece? Simple… Ringo sang about networking.

In the world of marketing, networking is more powerful than a locomotive, able to leap tall buildings in a single bound.. it’s your Man-of-Steel. From finding a job to building your client list,networking… works.

The Real Truth About Networking

It isn’t new, and it’s not what you think. In the past, networking was informal and random. Today, networking has become systematic and structured. You don’t have to be a skilled negotiator or speaker to network, and I’d like to share with you some successful techniques that will help you improve your network and networking abilities.

We are All Surrounded by a Potentially Powerful Network

The next time you’re in a room with 12 of your closest friends, make a list of all the different people you all collectively know. You might be surprised at what names turn up. Peter Vogt, a MonsterTRAK Career Coach says, “You’ll be amazed at who the people in your everyday life know - and by the additional people those people know. But you’ll never discover any of them until you abandon the ‘I don’t know anyone good’ mentality and replace it with the ‘I’ll start with the people around me and go from there’ philosophy…”

I’ve watched my oldest son “network” for years. He started his network as a boy. It provided him with employment, a college schollarship and opportunities to see and do things that I haven’t done.

With an average speaking ability, in his own charming way he builds his “network” every time he meets somebody new. Of course, you know you’re being networked, but it’s okay. If you become a part of his network, you can expect that he will be a part of yours. This mutually beneficial network of his works both ways. In fact, I’ve even found myself a part of it from time to time.

How Do I Start an effective network?

Use a formal and systematic approach to working your network. Organization and a plan for keeping track of your network and information is critical. Don’t forget, networking is about relationships. A good networking relationship will be mutually beneficial.

The following link to a Microsoft Word document might help you organize your networking contacts and your communications with them. Remember, you can use any format to keep track of this information; you don’t have to use my form.

Networking Contact Organization Sheet

“The Journey of a Thousand Miles Begins with the First Step”
Lao Tsu

It all starts with a little action. The first step. Allen Bostrom, President of Universal Accounting and Networking Guru to hundreds of graduates says, “Your own network is the final outcome of all your networking activities and… forms a vital part of your total marketing effort. With this in mind, it is something that should always be [foremost in our thoughts].”

Universal Accounting offers the finest curriculum on not only how to start a profitable and rewarding business as a professional tax preparer and bookkeeper, but also offers training on how to best market your business to amplify your profits. With just another couple clicks of the mouse you can find out just how profitable a career in professional tax preparation and bookkeeping can be for you.

I Want to Take the First Step. Show Me More About Starting My Own Professional Tax Preparation Business

Have you ever been to a home that was last decorated in the 1970’s? How could you tell? Did the shag carpet give it away? Or maybe the mustard yellow countertops? Or was it the dark wood paneling in the basement?

Most people can tell when you’ve neglected a “look,” be it for your home, your wardrobe or even your business. Unfortunately, when you neglect your business’s marketing materials for too long, your brand becomes tired and worn and your look suggests dated services and an old fashioned approach to financial management.

Your Brand

A brand is what sets a business apart. When you “brand” your small business, you market it in such a way that anyone seeing your promotions will recognize them as belonging to your products and services. If you have branded your business based on the quality of services you offer, all your promotional materials should somehow share that message. And if you designed your website using two colors, those colors should also be found on your print materials, your business cards, and your signage.

1. Stand back and assess

Take a quick look at the promotional materials you use the most. How dated are they? Is the look and feel consistent among all your materials, including your website, your brochures, your flyers, your business card, your newsletters, and even your envelops?

2. Re-evaluate your message

You’ve probably noticed some inconsistencies in your materials. Before you change anything, re-evaluate your message and determine whether or not it’s communicating what you would like.

This may require you to reconsider your business values and the competitive advantage you offer clients. Perhaps in the beginning you thought it was important to offer timely service when now you realize how important accuracy is. Ensure your brand best represents your business and the message you want to portray.

3. Update your look

Graphic design can become a dated as well. Colors come and go, as do design trends. If it’s been over five years since you designed your logo and other promotional materials it may be time to give your brand a makeover. If you don’t feel comfortable doing this yourself, consider outsourcing this project to a reputable graphic designer.

4. Update your content

When it comes to tax law, information becomes dated rather quickly. It’s important that you update all your content so it’s current and speaks to your client’s needs.

5. Ensure consistency

Once you update your brand’s look and content, it’s time to ensure consistency among all your materials. You don’t want some random brochure to look completely different from all other branding. This will appear sloppy and unprofessional.

6. Evaluate your marketing approach

Now that you’ve updated your brand, it’s time to think about whether or not your current marketing approach is working. Are you seeing as much success as you’d like? If not, it’s time to consider other strategies that may get your business more exposure, especially using your new and improved brand.

One thing to consider when marketing your business is how to leverage all your skills in order to attract as many potential clients as possible. You may not realize just how much business you could get when properly promoting your QuickBooks expertise. From setup to consultations to help services, you could increase your offerings with no effort at all. It just depends on how you promote it.

Increase your clientele using a skill you already have. To learn how to promote your QuickBooks expertise in order to gain more clients, order QuickBooks Made Profitable today.

There are countless small business owners just like you; many have waved good-bye to full-time employment and are working tirelessly in their home offices, trying to achieve financial freedom. Unfortunately some of them are not taking advantage of tax planning in order to protect themselves, their families, and their futures. That’s where you step in.

A great way to busy yourself in the off-season is to promote your tax planning and advisory services. As you help clients take advantage of tax benefits, year-round, they can use the information you provide to better plan for self-employed necessities like health insurance, retirement, and taxes.

Health Insurance

Without an employer to provide for their health benefits, many small business owners opt not to insure themselves and their families due to the often high costs. In doing so, they put themselves at financial risk. Senior Magazine Online claims that of the 41 million uninsured Americans, 60% of them are self-employed. If small business owners cannot secure coverage through a spouse’s benefits, they should find a medical plan for themselves and their families and then open a MSA (Medical Savings Account). All the money placed in the account is tax deductible and can be used to cover out-of-pocket medical expenses. Anything they don’t use remains in the account and is sheltered until withdrawn.

Retirement

Many small business owners also view retirement as an extravagance they can’t afford to worry about in the early years of their start-up. Unfortunately, those early years often turn into decades and, before they know it, they’ve reached retirement age and have yet to prepare for it. Some small business owners expect a windfall to cushion them and their lack of planning. Either way, many of these individuals don’t contribute to a retirement account, and again, put themselves at risk. Your job is to encourage clients to prepare for their retirement by finding a vehicle that matches their needs: Kreogh Plans, SEPS (simplified employee pension plans), tax-deductive IRAS (individual retirement accounts), annuities, Roth IRAs, etc.

Taxes

Good ole Uncle Sam won’t be making automatic withdrawals from business accounts in order to cover taxes. So the loyal, self-employed taxpayer must prepare for that time of year when the government requires its cut. This is where tax planning can help the small business owner take advantage of key tax benefits while retaining and organizing all necessary receipts, bills, etc. The small business owner should also open a special tax account into which money can be deposited throughout the year so they’ll be ready to file their taxes (and pay them in full) when the time comes. Nothing can cripple a business more than owing the IRS a lot of money in unpaid taxes.

Your skills are not seasonal; they are valuable year-round. You just need to market your services so that current and potential clients recognize their value. However, there are other ways to ensure that your business doesn’t slow down once tax season ends.

UAC Can Train You to Become a Complete Business Financial

You’ll draw in more clients when you can offer them more services than just tax preparation and tax planning. Consider all your current clients who would be happy to have you manage their accounting for them as well. Or imagine all those clients who would come to you for accounting services and then also ask you to file their taxes.

And the small business is an especially lucrative market. Small businesses have special needs, and 50% of them fail; much of that failure can be attributed to poor financial management. These small business owners aren’t good with numbers like you; they go into business because they’re good at developing their own special service, and that service isn’t accounting. Most of them need professional help, a small business accountant that will guide them to a more profitable business.

Become a Professional Bookkeeper

Universal Accounting Center has been teaching small business accounting for over 25 years! They train professionals like you how to help small businesses thrive. In just 60 hours you could become a Professional Bookkeeper and have those unique skills for this great niche market! Not only that, but UAC will teach you how to market your unique skills so you can get these clients through your front door.

Become a QuickBooks Specialist

Over 80% of small business owners use Intuit’s QuickBooks software to manage their accounting. So it makes sense that a small business accountant would be well-versed in QuickBooks. Becoming a QuickBooks Specialist enables you to train clients how to use the software. This becomes an additional service that makes you invaluable to the small business owner. Not only that, but it helps you setup a system in which you get information that you can easily use to manage their books. For a small investment you can increase your services and make your job a little easier!

If you order now, you could get these two programs for one low price! In a matter of months you can expand your business into a full-time venture, providing financial services for an extremely viable niche market. Enroll today and you will save money on this special package. Don’t wait! Order now!

If you’re like most professionals, you yearn for a successful career doing something you enjoy while earning a substantial income. Real people like you have realized those same dreams with help from UAC’s Universal Practice Builder (UPB) Program.

The Universal Practice Builder Program

Designed to teach financial professionals how to effectively market their practices, this program teaches enrollees more than 12 proven marketing strategies, enabling them to secure 15 to 25 qualified leads per month and earn more than $30,000 in annualized billings in just one year! For a small, initial investment paid in an enrollment fee, you will see incredible dividends. And if you choose to use the Client Generator, we can assist you as you employ the techniques you learn, step by step.

The Client Generator

When you opt to use our master coaches to help you employ all the principles taught in the UPB Program, you get qualified, personalized help in growing your practice. These coaches become part of a powerful team that works together to build your business and increase your clientele.

One technique used is the QuickBooks seminar, designed to attract a large number of potential clients to which you can demonstrate your expertise and value as a financial professional. When you use the Client Generator, you will have master coachesl help you in every step of the process, from attracting the right people to your seminar to securing follow-up appointments with them later.

The results you will experience are real and measurable. But don’t take our word for it. See what one satisfied enrollee has to say.

Scott B. wrote an email to express his thanks to UAC for helping him grow his business. Read his story to see just what happens when you combine the Universal Practice Builder Program with the Client Generator.

Scott’s Story

My name is Scott B. I thought that [the Universal Practice Builder] was a terrific experience, and yet it pales in comparison to my experience with the Client Generator! I am writing this email after just arriving home from my first QuickBooks Seminar!

It is difficult for me to find the words to express the gratitude and excitement that I am feeling for my Utah-based team members! It is important to me that you are aware of the outstanding effort, and the beyond-expectations results that your employees, my team members, delivered.

Let me start with Josh and Mel; these guys handed me a FULL CLASSROOM of ready and willing students eager to be potential clients.

Scott! Where can I even start with this guy! From his upbeat attitude at the UPB he created a positive energy that made me take notice and hear things differently. I came home with a new appreciation towards marketing. His can-do attitude continued with each coaching call. Then his over-the-top, side-by-side coaching / mentoring through the actual class. I may even forgive him for beating me by 2 strokes on the golf course! (Ask him about the rocket launch.)

David. What more can I say about David? From his coaching on the phone on closing skills, timely return of calls and information and personal attention to detail; the guy is amazing. He spent part of an afternoon via remote login to my computer to help me understand ACT software. He has listened to me practice my sales pitch to make it stronger and has shared in each success that he has helped me achieve.

It has been my experience that too many times people do just enough work to keep their job. There is a lack of effort, and or a lack of pride for a job well done. You will not find that characteristic in the gentlemen that I have mentioned in this e-mail. They do more than just try to reach the bar; they raise it with each contact.

As I said I just came from my first QuickBooks Seminar. There were 26 people in the room, and 10 of them self-identified for a follow-up meeting, requesting some accounting assistance. That includes seven that stood in line at the end of class to get their name on my appointment calendar. This number does not reflect the 3 one-on-one appointments that I made because the seminar was not good for them. It also does not include the 2 telephone meetings I have on June 16, for potential client set ups!

I am proud to have had the privilege of working with these team members and hope that you will recognize them for a job VERY well done.

Learn More for Yourself

This testimonial talks about a real experience with four of our master coaches. Others have experienced similar results and have expressed gratitude in their own testimonials. Read what they have to say today, and decide to change the course of your future by enrolling in the Universal Practice Builder Program.

Use Public Relations Media to Promote Your Tax Practice and Watch Your Business Grow

It’s more than just a press release. If you’ve read this newsletter for very long, you know I’m a big fan of direct mail. As one of the most effective and potentially profitable tools in your marketing toolbox, direct mail is a great tool. Today, I’d like to talk to you about another really effective compliment to direct mail… an effective public relations(PR) campaign.

Along with a comprehensive direct mail program, the right PR campaign can strenthen your direct mail for almost nothing. Let me tell you how.

It’s Not in the Newspaper

The editorial staff at a newspaper or large public media outlet generate a huge amount of editorial material themselves. They typically don’t go out looking for content. That’s what their in-house writing staff does. Other than doing a press release, don’t spend a bunch of time courting the big guys.

The Trade Press is Where it’s At

Whether in print or online, most publishers of trade journals are understaffed and rely heavily on outside contributors. Because they don’t have large staffs to produce their content, out of necessity, they rely on outside companies or individuals to provide much of what they publish. They’re picky though; they won’t accept just anything.

National Associations’ Local Affiliate Publications are a Great Place to Start

Now remember, you don’t want to write your article for other tax professionals. They aren’t going to be your next clients. You want to reach out to people who could be potential clients, those who pay for your services.

Let’s talk about photographers, for example. They own small businesses, they pay business taxes and they pay personal taxes. Sounds like they could be potential clients, doesn’t it?

The Professional Photographers of America is a national trade organization that serves this community. They have affiliate organizations all across the country. They all publish a newsletter several times a year. I’m sure there’s an affiliate organization in your area.

Just like every other small trade publication in the country, they are hungry for content to fill the pages that will make their newsletter more interesting for their members. Not only that, I’d be surprised if they wouldn’t be willing to put an ad for your tax practice in their publication too. It might cost you $50 or $100 to do it, depending on their circulation, but you’d be talking to people in your community who you know could use your service.

You could write articles about tax savings tips, how to prepare for the end of the year or what the difference between tax planning and tax filing are. Of course, you’ll want to make sure they know how to contact you so they can do business with you.

Do You Know of Any Other Businesses Who Publish Trade Journals or Newsletters?

Look up trade associations online and you’ll find thousands of them. Most national groups have local affiliates who will welcome your willingness to contribute. Let’s brainstorm for a minute and see if we can come up with a list of a half dozen or so potential places to start.

• Photographers Professional Organizations
• National Association of Convenience Stores
• National Gardening Associations
• Videographers Professional Groups
• National Bicycling Organizations
• Auto Dealer Press
• Beauticians Groups
• Local Chambers of Commerce

I searched Google for some of these groups and actually found they had organizations and produced information for their association members either on the Internet or in print.

I’m Not a Writer - Can I Really Do This?

Click Here to Learn How to Start a Profitable and Rewarding Professional Tax Practice

Have you got a question? Click HERE and let us help you find the answer.

Enthusiastic Raves from Happy Clients Attract Future Business

John Lennon was right. “All you need is love.”

Well, maybe you need a little more than that, but when your clients spread the word about your practice you’ll find and keep more clients, grow your business and earn a better income.

Where do you start? By asking for testimonials. And if done correctly, asking for testimonials will be easy and effective. Karen Klein, a writer on entrepreneurship and small business, explains, “As part of general customer relations, you should be contacting clients regularly to touch base.” If you’re doing a good job, many of your clients will give you positive feedback. That’s the time to ask if you can use some of their comments in your marketing materials.

Let’s look at three ways these customer compliments can “spread the love.”

#1 - Reciprocity Rocks! (In Other Words, Return the Favor)

You will be surprised at how willing your clients are to provide you with valuable feedback. Linda Hamburger, owner of On Call PR in Deerfield Beach, Florida says, “Chances are, not only will they give permission, they might in turn feel complimented that you value their comments enough to use them.”

If your client is also in business, ask if you can return the favor; offer to exchange references. It only makes sense. If your clients are willing to spread the love for you, you should do the same for them. And if your client is an individual, offer them a small thank-you gift in return for their business and for allowing you to share their success story with current and potential clients.

#2 - Honesty is the Best Policy

If you feel uncomfortable asking for a direct testimonial, compile a short survey of 3 or 4 questions and have your clients honestly evaluate your performance. If you’re doing a good job, the results will speak for themselves.

You may have to rewrite the results of the survey or testimonial to ensure it expresses your message. Don’t forget ask your client to approve the final testimonial. Gracefully accept their suggestions for testimonial modifications or revisions. There are bound to be changes. (And after all, you are supposed to be quoting them, right?)

#3 - Don’t Be Vague

Chris Durban, a freelance translator in Paris who co-authored the “Fire Ant & Worker Bee” column for Translation Journal says, “Long and vague lists of ’satisfied clients’ with no specifics on actual jobs… may impress the naive but won’t cut much ice with demanding buyers.” Make sure your testimonials speak to the specifics of what you do and how well you perform your services.

Turn Testimonials into Income

Once you have your client testimonials, use them. Put them in your marketing materials and let their testimonials speak to potential clients of your valuable services.

Hands-On Learning is Hands-Down the Best

Building your business comes easily when you add accounting services to your menu and learn marketing techniques that will grow your practice and increase your income. Universal can help you do both with one Power Package:

The Professional Bookkeeper Program
As a tax preparer, we already know that numbers come naturally to you. Now all you need to do is find your inner accountant. And it won’t take much formal training, although you will have your fair share of homework. Universal Accounting Center’s Professional Bookkeeper (PB) Program is not only reputable, but it’s self-paced, enabling a busy professional like yourself to take your time or complete the program quickly and in possibly less than 60 hours. Click HERE to read what others have said about this program. The PB program will enable you to serve a valuable niche market: small businesses. And in order for your niche market to appreciate the value of your tax and accounting services, you need to market them effectively.

The Universal Practice Builder
Whatever your specialty, you’d be hard-pressed to run a successful business without good marketing. Because we understand that many accountants and tax preparers don’t feel comfortable with their marketing skills, we’ve developed a program designed to teach you all you need to know. It’s called the Universal Practice Builder and it will provide you with the following:

• A guarantee of $30,000 in new annualized billings in only 12 months
• 12 marketing strategies that you can implement immediately
• A process which can produce 15 to 25 qualified leads a month
• 3 months of coaching via telephone and Internet
• Training on a computerized database tracking program
• A presentation DVD to show potential clients

We call it your turn-key marketing solution. Listen to what others have said about the Universal Practice Builder Program. Click HERE.

The Journey of a Thousand Miles Begins with the First Step

If you’re ready to take the next step, order this Power Package to grow your business to its full potential. By next year at this time you could be enjoying the freedom and financial prosperity of which you’ve always dreamed. Don’t delay. Order now!

5 Techniques for Dealing with Unresponsive Potential Clients

You’ve done your homework. Your presentation was outstanding, but the prospective client is not in a buying mood. So what should you do? Try these techniques:

1. Know when the timing is right.
If your prospect seems distracted when you’re making your pitch, stop in your tracks. Say, “It seems that your mind is on something else. Am I right?” If the prospect admits that his or her mind is drifting, graciously tell him or her that you’ll call back or visit again later.

2. Don’t miss a beat.
Make sure you call back or drop in for another visit. Start from the beginning. Present your pitch all over again. Your presentation will sound fresh since the prospect wasn’t listening the first time around.

3. Give it another try.
Contact people who have rejected your initial offer, and tell them that you’re still interested in doing business with them. Share new information about your services and how they’re benefiting countless individuals and small business owners.

4. Keep the door wide open.
If your customer isn’t in a buying mood, he or she will resent any hard-selling efforts to change his or her mind. Say, “Thank you so much for your time.” This keeps the door open for future correspondence with this potential client.

5. Walk in your prospect’s shoes.
Remember that today’s buyers are strapped for time. They’re being pulled in a hundred different directions, just like you. If you behaved professionally despite their curtness and apparent rejection, you’ll outlast their negative moods and your competition.

Additional Marketing Training

If you are interested in receiving high-end training in marketing, you will be interested in our Universal Practice Builder Program. Our professionally-developed DVD program will teach you how to increase your annualized billings by $30,000 within 12 months, guaranteed! You’ll also learn 12 proven marketing strategies that will generate 15-25 qualified leads per month. Not only that but you’ll receive three months of coaching via the Internet or phone. Visit our Universal Practice Builder site to learn more. Your future is waiting!

Make It Easy to Ask

Sometimes, ya just gotta ask. But ya don’t need to beg. I think that most of us understand the value of a referral from a happy customer, friend or even a member of the family… but that doesn’t make it any easier to ask.

Making Referrals an Ongoing Marketing Strategy Will Make it Easier

Just saying that doesn’t make it true, does it? But if you change your attitude about referrals it will make it easier to ask. Steven Canale, a speaker, trainer and author says, “…business referrals are the life-blood of those who are considered truly successful in their chosen profession.”

Jeffery Moses, marketer and author says, “Whenever you have a sales discussion with a new or prospective customer, ask for referrals. This is the standard in business, so don’t be hesitant to do so.”

Your customers are expecting you to ask. Don’t be shy. The first step to making referrals an ongoing marketing strategy is simple… just ask.

How Do I Ask Without Making it Sound Pushy?

That’s a good question. Here are 5 inconspicuous things you can start doing today that will make asking for referrals a normal part of everyday… and not appear pushy.

1. Plant Seeds. The next time you begin a customer relationship with someone, make sure they now referrals are an important part of your business. If they found you via a referral, make sure they know that you prefer to work with referrals and that you’re happy to be working with them for that reason. Ask them, “How is Steve, I haven’t seen him in a while?”On the other hand, if they are not a referral, point out your willingness to work with them as a special exception. “Normally I work with clients who have been referred to me by someone that I personally know. However, I really think I can help you and am excited to work with you.”

   By letting all of your clients know that you prefer to work with referred clients you will be preparing them for the request in the future.

2. Look to the future. Sometimes, when you have a new client, it’s awkward to ask for a referral. However, if you ask them to provide a referral for you sometime in the future, you’ll find that resistance will be diminished, and might not exist at all. You may ask, “Mr. Smith, if we agree to work together now, and I can successfully handle this transaction to your satisfaction, would you be willing to refer business to me in the future?”Most people will agree to this request. Of course, now you have to do a good job.
3. Remind and reinforce. Once you’ve prepared them by letting them know you prefer to work with referrals and you’ve done a great job for them, remind them that you would like to work with a referral or two from them.The conversation could go something like this, “Mr. Smith, I sure has been a pleasure to work with you. I hope we can work together again.”

   “By the way, do you know of anyone else who could use my services? After you give them my name or number, make sure they ask for me directly, so I know that you referred them.”

   You may want to give him some business cards or some other promotional material to give his friends and business associates in your behalf.

4. Follow-up. Many businesses find that a periodic phone call asking for referrals is just the ticket. They already know that you prefer to do business with referrals and did a wonderful job for them and others they have referred to you. Sometimes all people need is a little reminder. (By the way, you should be referring your friends and business associates to them as well. Referrals are a two-way street.)
5. Reward the person who gave you the referral. Make sure you let them know the progress of their referral. At least the successful completion of the transaction. You might also offer to take them to lunch or dinner to thank them for the trust and confidence that they have shown in you and your business.