Step Two: Approaching Clients for Referrals

Only after your clients have experienced your stellar services can you approach them for referrals.  Last week we talked about providing quality customer service to your clients in order for them to truly appreciate your business. Until you are certain clients are happy with your services, you should not approach them for referrals.  You don’t want to compromise an already delicate relationship.

Once you have a handful of pleased clients, select one of the following approaches in asking them for referrals:

1. Request feedback

One subtle method for requesting referrals can accompany your request for valuable client feedback.  Give your clients a survey on which they can respond to the quality of your services, explaining what they appreciate and what they would like you to improve.  If clients are especially satisfied with your work, this can be a good time to request, at the bottom of the survey, a list of individuals they know who might also benefit from your services.

2. Use a sales letter

If you distribute a newsletter for your business, this would be a great place to request referrals in a very casual way.  If you don’t currently distribute a newsletter, you may consider sending all your current clients a sales letter where you detail your services and offer a seasonal offer or special deal.  Again, at the bottom you can include a request for referrals.

3. Ask directly

Business lunches are a great way to show your clients appreciation.  It’s also a good setting for requesting referrals.  It’s important to remember that your approach should never be pushy or aggressive.  Take the time to chat with your clients, showing genuine concern and interest as you talk casually.  At some point the conversation should turn to business, and as the end of your meal nears you should make the request.  Consider a casual request, such as, “Is there anyone you know of who might also benefit from my services?”  If your client’s response is positive, ask if you could invite the client and his/her friend(s) to another lunch appointment where you could be introduced.

4. Offer incentives

Often the idea of discounted services is the best motivator.  You may find your clients more willing to refer their family and friends to your tax practice when they realize that they will receive a complimentary service or some type of discount.   Remind your clients of these incentives 3 to 4 times a year in order to encourage them to consider who they know that might benefit from your services.

5. Give gifts of appreciation

Regardless of whether or not your clients actually refer anyone to you, showing your appreciation for their business is always a good practice.  Gift cards for restaurants, movie theaters, gas stations, book stores, etc. are all good examples of small gifts of appreciation that will go a long way in inspiring client loyalty.

Asking for referrals can be daunting.  However, when you can ensure that your clients are first satisfied and then approach them with a low-pressure technique, you’re more likely to find success and a handful of prospective clients.

Attend a Free Seminar

Whether you have your own accounting practice or have been considering starting one in the future, you could benefit from a free seminar on Having Your Own Successful Accounting Practice.  Universal Accounting Center is making the rounds these next few months, offering this free two-hour workshop designed to teach you how to save many wasted hours and thousands of dollars learning techniques that work.  See if one of our free seminars will be coming near you.

Langston Hughes wrote the following poem entitled “A Dream Deferred.”

What happens to a dream deferred?

Does it dry up
like a raisin in the sun?
Or fester like a sore–
And then run?
Does it stink like rotten meat?
Or crust and sugar over–
like a syrupy sweet?

Maybe it just sags
like a heavy load.

Or does it explode?

Webster defines “defer” as “to put off action; delay.” In actuality it’s a fancy way of saying procrastinate. Are you procrastinating your dreams? And what will happen to your dreams if you do? Most importantly, what will happen to you?

Start Your Own Business

Attending to your own future is not selfish. As you invest in a brighter and more lucrative future for you and your family, you are taking action to improve your lifestyle while preparing for a more comfortable future.

In a number of months you could have a thriving bookkeeping service with a sustaining client base and a more independent lifestyle. Not only can you determine how much money you will make, but you can decide when and where you will work. We’re guessing you’ve dreamed of enjoying that kind of professional freedom! And achieving that will take less time than you imagined and an even smaller financial investment.

The Professional Bookkeeper (PB) Program

This PB Program can help you become proficient in small-business accounting, giving you the expertise and confidence necessary to start a business’s books from scratch. In less than 60 hours you could earn professional certification evidencing your proficiency to prospective clients.

In addition to becoming a Professional Bookkeeper, this program will also teach you how to market your new skills, securing those clients that will ensure your business’s success. From startup to year-end, this program is designed to help you begin your new accounting practice with ease.

But don’t take our word for it. Read what some of our graduates have to say about the program:

Even with 15 years of accounting background, I found myself learning something new nearly every day. - B. Varechok

I can honestly say that the hands-on training from Universal Accounting Center was far more helpful than that of my degree program. The training I received in you class was superb, exactly what I needed for the type of accounting business I was trying to start. I have been so pleased with the training I received from you, that my two part-time employees are currently taking your course. -S.A. Ivins

The Small Business Accounting class was one of the most enjoyable and probably the most useful and practical I have ever taken. That includes the MBA I recently received.-N. Lee

As an average for each client I am making about $30 - $50 an hour, I’ve been able to quit my full-time job. Thanks again to everyone at Universal Accounting Center! It has created for me a brighter outlook financially, as well as more free time in my personal life. And, I didn’t have to go to college for years and pay thousands of dollars for an education.-S. Thomas

Take Advantage NOW!

If you enroll in our Professional Bookkeeper Program now, we will also sign you up for an additional program, QuickBooks Made Profitable. Designed to help you attract even more clients using your QuickBooks expertise, this course will enable you to start and maintain an even more lucrative practice.

80% of small businesses use Intuit’s Quickbooks software. Learning Quickbooks will help you keep more efficient records, enabling you to teach your clients how to use the software so that you can get the information you need which will make your job much easier. In addition, this program will teach you how to attract more clients using your QuickBooks setup, help, and consulting services.

It’s time to stop deferring your dreams. You and your family deserve more. When you enroll in our Professional Bookkeeper and our QuickBooks Made Profitable Programs, you make a personal investment that will pay large dividends in your future. Take advantage of this special deal. Enroll now!

Now Is the Time to Decide

When it comes to the future, there are three kinds of people: those who let it happen, those who make it happen, and those who wonder what happened.-John M. Richardson

May the dreams of your past be the reality of your future.-Anonymous

For tomorrow belongs to the people who prepare for it today.-African Proverb

There are four more months left in 2008; how will you use them?

Your aspirations will continue to reside in your future unless you do something about them, today! You can take action to start your own bookkeeping service by enrolling in the Professional Bookkeeper Program. You could be finished in less than 60 days and earn certification that will show prospective clients that you have the expertise necessary to handle all their accounting needs.

One Simple Course

This course is designed to make you a Profit Expert. What’s a Profit Expert? A financial professional who does more than balance books, but also informs clients how to increase their business’s profitability. They are proactive accountants who help their clients make informed business decisions aimed at improving a company’s fiscal health.

In addition to becoming a Profit Expert, the Professional Bookkeeper Program will teach you all you need to know to start and manage a business’s books. Specifically you will learn how to perform small-business accounting tasks. This is remarkable because most accounting programs prepare their graduates to perform corporate accounting; however, more than 80% of accounting opportunities are not with large corporations but small businesses.

There are more than enough local businesses with which to build your client base. They could use someone specialized in those skills that satisfy their unique needs.

In addition to the reasons noted above, there are many more that detail why a bookkeeping service makes so much sense. Here’s a list of some of those reasons:

• Every business is required by law to keep books
• You can earn a good living (the average client will bring in about $300 per month)
• It’s an inexpensive business to start (you probably have most of what is required right now)
• No expensive equipment is required
• You can make money doing what you enjoy
• You can work anytime, any place
• Rented office space is not required
• Inventory is not required

A bookkeeping service is one of the easiest to begin. And to wrap up your training, we will also teach you how to market your new and unique skills. You’ll not only know how to start and manage a company’s books from scratch but also how to acquire those qualified clients that will appreciate your service offerings.

In less than four months you could be ready to start your own accounting practice. Why not celebrate the New Year early by enrolling in a program that will change the course of your future, today?

Our New Years Gift to You

When you enroll in the Professional Bookkeeper Program, we will give you a special gift enabling you to start a more profitable practice: QuickBooks Made Profitable.

Here’s how it works. Nearly 80% of small businesses use Intuit’s Quickbooks software. While other programs may be useful, Quickbooks has definitely captured the small business market. Learning Quickbooks will not only help you keep more efficient records, but it enables you to teach your clients how to use the software so that you can get the information you need, making your job much easier. Add to that the ability to represent yourself as a QuickBooks expert and you’ll be able to attract larger numbers of potential clients. This program will teach you how to leverage your time while saving clients money in taxes and helping them increase their profits. What client wouldn’t be interested in that? We’ll teach you how to use this valuable software package to generate even more clients!

What an offer! After ordering and completing these two programs you will be ready to start the New Year off right.

Don’t delay your dreams any longer. 2009 will be another banner year for the small business. Take advantage of it today! Enroll now!

10 Tips on Working More Efficiently (Part One of a Two-Part Series)

Also called “working smart,” efficient work strategies can makes any small business more profitable as owners determine how to get more done in less time. And as we are in the middle of what some would call a recession, getting more out of your work day could help you and your business fair better during difficult economic times.

In this two-week series we will discuss 10 tips on working more efficiently so that you can eliminate the unnecessary and find more time for billable hours. Here are the first five of 10 tips designed to help you work smart:

1. Clean and organize your workspace

You can waste hours looking for important documents if your office is not clean and organized. While this tip may seem like one designed to lengthen your workday rather than shorten it, you’ll find that setting aside just a few hours to tidy up your office will save you a lot of time in the long run.

And this tip is not for looks alone. You want to ensure that all your files are quick and easy to locate. So don’t just hide them in a box in the closet. Take the time to truly organize your workspace. And once you do, dedicate a few minutes at the end of each day to clean up your office so it doesn’t become unruly once again.

2. Schedule workday around your most productive times

One perk in being self-employed is that you’re not required to comply with a traditional work schedule. This can be incredibly helpful for those who may work better early in the morning or late at night. Determine the times of day you are most productive and schedule your workday around those times.

There’s no use working 9 to 5 if you find you’re most sluggish in the last afternoon. Maybe you could work from 6 to 11am and then again from 8 to 10pm. Ensure your schedule is realistic and works for you and your family. And if your schedule is highly unconventional, make sure you devise a method for contacting clients and colleagues, as their schedules are likely to be more traditional.

3. Establish a routine

Once you determine a work schedule you should develop a routine. Routines can help you work more efficiently. Determine when you will read and respond to email; abide by that routine. Determine when you will call and meet with clients; abide by that routine. While there will definitely be times you must break from this schedule, generally it can help you stay on task and reserve the bulk of your time for billable hours.

4. Hire help

Sometimes it does take money to make money. Some of your more tedious tasks could be accomplished by a part-time employee. While you may need to pay this individual minimum wage or more, think of all the time it affords you to make more money and possibly take on additional clients.

You may find your best employee lives in your home, just a hop, skip and a jump away from your office. When you hire a teenage child to work for your business, you not only equip them with valuable experience and key employability skills, but you also enjoy important tax breaks. As long as the child is under 18 he/she is not only tax deductible, but in a proprietorship they’re exempt from FICA, Unemployment, Workmen’s Compensation, and tax withholding.

5. Consider replacing some paper files with electronic files

Sometimes all that paperwork can bog you down. You may want to consider which files would be easier to manage electronically, eliminating the paper trail as well as making information much more accessible.

By following just a few tips, you could make your business function more efficiently, which will make you and your business more productive, and in turn, more profitable.

Join us next week when we will discuss the following 5 tips for working smart.

6. Perform similar tasks at same time

7. Dedicate more attention to higher-yielding clients

8. Avoid unnecessary meetings

9. Reduce the number of emails you send and receive

10. Be productive and not just busy

UAC Can Help You Work Smarter

Let Universal Accounting Center help you maximize work efficiency. In learning new skills you can enhance your service offerings and become more profitable. Our DVD 4-pack is designed to let people like you discover those skills that can enhance your practice. It includes the following DVD’s:

Introduction to the Professional Bookkeeper Program–Learn how becoming a Professional Bookkeeper will improve your accounting skills and help you in your accounting career.

Yes Sample Marketing CD-Learn how to introduce your services to a potential client. Use this either for role playing, watching it while meeting with your client or passing them out.

Start Today and Have Your Own Bookkeeping Service–Learn how to make over $80,000 per year working from home while getting more clients than you can handle. Know how to charge your client so you can afford to take that next vacation while they get such a great deal they will be telling all their friends about you.

The Art and Science of Getting Clients–Learn proven marketing strategies designed to help accountants market their skills in order to get more clients.

Each of these DVD’s can help you work smarter. Order now and save nearly $25.00 on this valuable set. For less than $20 you can be on your way to a more efficient tax preparation business-or better yet, a more efficient full-service financial practice!

One of my favorite business bloggers, Ivan Misner, talks about attending a presentation by Steve D’Annunzio where he said, “taking the hard path often makes life easier and taking the easy path often makes life harder.”

As a parent of three young children this idea resonates with me. Taking the time to parent my children well now may be harder, but it will make parenting much easier when they’re teenagers. As I thought about this I realized the idea applies to just about everything in life, including business.

What hard things could you do right now to make your future professional life easier? By putting in more time, energy and even investing a little money you could significantly lighten your future load. Not to mention, increase your future earnings in the process.

The Hard Path for an Easier Future

If you currently offer tax preparation services, your business would benefit greatly by offering additional, complementary services. The truth is doing so would probably require an investment of time, money, and energy. But in the end would it make your life easier? YES!

Expand your practice by adding small business accounting services to your menu. Chances are some of your current clients are small business owners, so you are already familiar with their unique needs. And because you already prepare their tax returns, you have an advantage over other contract accountants who may be interested in securing their business.

Your Advantage

When you are trained in small business accounting you can promise prospective clients attentive service that meets their unique accounting needs. And when you enroll in UAC’s Professional Bookkeeper Program you can become confident, skilled, and certified in small business accounting.

Here are just a handful of things you will learn:

Accounting Made Easy - - Course Module 1

Master the tools, procedures, and underlying principles that make up the bookkeeping processes of all businesses. Understand the core building blocks of Accounting and Bookkeeping. — 4 DVDs & Manual. See Sample

Practical Small Business Applications — Course Module 2

Apply your understanding of the core accounting principles to specific industries. You will learn to set up books from scratch, do payroll like a seasoned pro, and much more. — 4 DVDs & Manual. See Sample

Advancing your “Account-Ability” — Course Module 3

Sure ways to set up complete bookkeeping systems and manage the books for a variety of more sophisticated industries. — 4 DVDs & Manual.See Sample

Building a Successful Accounting Service — Course Module 4

Learn the steps to finding paying clients. Start and Grow an accounting practice following a proven program tested and perfected since 1979. — 4 DVDs & Manuals.See Sample

While this may seem the hard path, the truth is, this course can take less than 60 hours to complete. And the cost of enrollment is a fraction of what you’ll earn after completing the program. So choose the hard path for now, for 60 hours, and enjoy an easier, more comfortable lifestyle later. Enroll today!

References

Misner, Ivan. “The Hard Path is Easier.” Networking Now: Growing Your Business Through the Power of Relationships. Entrepreneur.com

6 Steps for Turning Prospective Clients into Current Clients

You’ve made a good first impression and now you want to deliver your sales pitch and seal the deal. That may be easier said than done. But when you attend to the client’s needs and follow 6 simple steps, it can happen, and quite possibly, before the bill arrives.

1. Arrive early

It’s important that you properly set up your meeting. Most sales pitches are delivered over a meal; it’s a great way to lure prospective clients from their own businesses in order to discuss your services. In that case, you should ensure the restaurant is aware that your reservation is for a business breakfast, lunch or dinner. Give them your card before the clients arrive in order to avoid that awkward moment when the bill is presented. You can also determine seating at this time, which is important when meeting with more than one prospective client.

2. Build your professional relationship

Set the meeting’s tone by getting to know the client better before jumping into your pitch. Ask questions and listen to their answers. Just about everyone likes to talk about themselves, their families, their businesses, and even the weather. Exhibit genuine interest in your client’s life and you’re sure to build a solid base for your professional relationship.

3. Time your pitch

You want to avoid interruption and ensure adequate time to deliver your pitch. If you’re having breakfast, you don’t have much time and will want to start fairly soon. Lunch appointments are a little longer and you should wait until everyone orders before you start. Dinner appointments are the most leisurely and you should wait until everyone has finished their entre before you start talking business.

4. Ask the right questions

It’s important that you determine your prospective client’s needs. What are their current accounting needs? Do they already have an accountant? Are they satisfied with their current accountant? What services would they find most beneficial? The more you learn about their business and corresponding accounting needs the better equipped you’ll be to cater your pitch to align with their business objectives.

5. Emphasize benefits

Before you even practice your pitch try to take on your prospective client’s perspective. What would they most want from an accountant? While you probably offer everything from standard bookkeeping to payroll services, the client is more interested in how those services will benefit their business. It’s much more appealing to hear that you’ll help them cut costs and increase profits than it is to know that you can manage their accounts payable and accounts receivable.

6. Listen to and answer questions

This step is often overlooked. We can be so focused on delivering our pitch that we forget to listen to our prospective client’s questions and thoughtfully answer them. This will help you best determine what their deeper concerns might be. Often this is where the deal is sealed as the client comes to realize that you’re genuinely interested in what is best for their business.

Enhancing Your Sales Pitch

You’ll be better equipped to seal the deal when you have a professional designation to back your experience and expertise. Not to mention, when you receive training in small business accounting, you will enhance your service offerings and become a full-service financial provider! What client wouldn’t want their tax preparer to become a one-stop shop for their financial needs?

And when you enroll in Universal’s Professional Bookkeeper Program, you learn how to become a client’s Profit Expert, enabling you to contribute to a client’s profitability - a skill that makes your services invaluable. Imagine how that will enhance your sales pitch!

Get started today! UAC has been training professionals like you for over 25 years. Benefit from our experience and expertise. Enroll now and gain the skills and confidence necessary to secure more clients and seal countless deals!

Business Advice From a 21 year old Entrepreneur? You Betcha!

Learn from Those Who Have Thought “Out of the Box”

At 12-years old Cameron Johnson started his second (yes, second) business. He purchased his little sister’s Beanie Baby collection for just $100. He sold it on Ebay for $1000, after which he promptly applied to become a retailer for several Beanie Baby manufacturers. Using a personal computer he got for Christmas when he was nine, he sold Beanie Babies from his website, eventually making $50,000 from this venture.

Now 21, Cameron has successfully started, managed and sold 12 businesses. You might say he’s an entrepreneurial phenomenon. He continues to be involved in several businesses, has been featured in over 200 news stories, is a motivational speaker, and is currently celebrating the publishing of his first book, You Call the Shots. This young businessman offers 3 principles for success to other entrepreneurs like himself.

Believe in yourself.
Cameron mentions the first principle to success is confidence. A little moxie, pluck, spunk, and self-assurance can go a long way. He says, “It’s actually not that difficult to succeed. It’s much more common sense than rocket science. But it starts with finding the courage to put yourself out there.”

Self-confidence is what give you the courage to respond positively to rejection; it also gives you the ability to trust your own instincts, which Cameron says is crucial when running your own business. “You can learn all kinds of things from other people, but ultimately it’s your own instincts that you’ll need to rely on.”

And finally, a belief in yourself will resonate to those you interact with. While your product and/or service may be exceptional, clients and potential clients must also believe in you for your business to be successful.

Believe in what you’re selling.
It’s difficult to sell something if you don’t believe it has any value. Regardless of what you’re selling, you need to appreciate its worth. Cameron firmly believes that a business person is also a salesperson, and that there’s a difference between being pushy and being persuasive. People resort to being pushy when selling something that’s useless. He says, “I’m persuasive when I’m selling, but that’s because I truly believe in what I’m selling and the value it will create for my customer. My feeling is, I’d be doing my customers a disservice if I let them not buy my product.”

Treat others with respect.
When you respect yourself, respect for others follows naturally. Cameron states that respect is the best secret of business success. When you treat each person you encounter with respect, your client base will grow as more and more individuals are attracted to both you and your services; these same people will also send family and friends your way because they will trust you to treat them well.

For such a young businessman, Cameron Johnson is brimming with confidence and ease. With such a bright past his future appears even more radiant. But the important thing to remember is that Cameron doesn’t have an MBA, and when he first started he didn’t have an impressive repertoire of business experience; he was simply a kid with a good idea, some common sense and gusto. And while he’s just 21, there’s probably a lot we can all learn from this young entrepreneur about believing in yourself.

For this and more information straight from Cameron himself, visit his article “A Teen Millionaire’s Three Principles to Success.”

Are you ready to take that next step? Are you tired of thinking, “Why not me?” You have gotten this far in your search to do what you want to in your chosen career, take the next step. The time is now to be able to get the training and the change you desire in your professional life. Click here to find out if Professional Tax Preparation Certification is a fit for you.

Young and Successful Entrepreneurs: What’s Their Secret?

Recently Inc.com released an article naming the top 30 entrepreneurs under 30 years old. From iPod accessories to business furniture, from real estate to large and trendy women’s shoes, and from popcorn seasonings to insomnia cookies, these young upstarts are clever and dedicated. But what else to do they have in common and how can it help other entrepreneurial hopefuls like you?

Obviously one thing they have in common is youth. But interestingly, they are part of a generation more likely to start their own businesses, not once but countless times. Donna Fenn reported that a recent survey conducted by OPEN from American Express found that 55% of Generation Y (born between 1977 and 1994) view themselves as serial entrepreneurs while only 33% of baby boomers do.

There are other commonalities among these young entrepreneurs, including a desire to take risks, familiarity with technology, and an understanding of their peers’ wants and needs.

Risk Enthusiasts
We all know that starting your own business requires a fair amount of risk taking. 70% of Gen Y says they like taking risks while only 53% of their older counterparts agree. While some of that can be attributed to having less to loose, it enables them to move forward without fear, focusing all their energy on making their venture work.

Familiarity with Technology
Because they’ve grown up with the Internet, multimedia, gadgets, widgets, and other technologies, they recognize its inherent value in helping promote and build their businesses. Not only do many of these 30 under 30 entrepreneurs have technology-based enterprises but most of them recognize the value of using the Internet to promote their businesses, either through viral marketing, blogging, websites, or other electronic means.

An Understanding of Their Peers Wants and Needs
Obviously, Generation Y makes up a large portion of the American population, nearly as much as the baby boomers. And because Gen Y is a large group of like-minded consumers, it serves these entrepreneurs well to know what appeals to them. So it shouldn’t surprise anyone that many of these risk enthusiasts have a pulse on this young and hip market and know which business ventures are viable and which are not.

But you don’t have to be 17 to 30 in order to become a successful entrepreneur. But perhaps we could learn a thing or two from these trendy upstarts. Here’s some advice from just a few of these 30 young and successful entrepreneurs:

One thing I’ve learned is that you have to learn to celebrate the little successes when they happen, and not just worry about the failures all the time. —Ben Goldhirsh, Good

Identify your own weaknesses and find people that you can work with who will make up for that. —Nick Kenner, Just Salad

You have to have a vision of what you’re actually going to provide for someone. Why is someone going to use my service? What is it going to do for them? If you can actually solve somebody’s problem, the money will always follow. —Raj Lahoti, Online Guru

See yourself first, then sell your idea. Ninety percent of investors will invest in a person. If you create an ‘A’ team with a ‘B’ product, then you’ll have an ‘A’ company. If you create a ‘B’ team with an ‘A’ product, then you’ll have a ‘B’ company. —Miles Munz, InterviewStream

The most important thing is just to go out and start something. I think a lot of people feel as if they are not qualified yet or they just need to get X-amount of money in the bank before they go out and start something. And it doesn’t really matter what it is, you’ll get phenomenal experience starting everything. And eventually you’ll get a successful business under your belt. —Hayden Hamilton, GreenPrint

7 Tips on Forming a Good First Impression

Meeting with a prospective client in order to pitch your services can be intimidating and nerve-wracking. Does it help to know that much of your prospective client’s decision will be influenced by their first impression of you? In fact, your contact will form that first impression within mere seconds of meeting. It’s important that you do your best to make it a good one. We recommend you consider the following when meeting clients to discuss your services.

1. Looks matter

We’re not suggesting that in order to succeed you must look like a contender for a beauty pageant or the cover of GQ. But we are saying you need to appear well-groomed and professional. Depending on the setting, a formal restaurant or a casual bistro, you should dress appropriately and ensure that all the details-from your hair to your shoes-are attended to and project a positive image for your practice.

2. Consider the contact

You don’t want your contact to feel out-of-place or uncomfortable. When selecting a meeting place you should consider the prospective client and what would put them at ease. This includes how you dress as well. You would probably select different attire when meeting a tattoo artist than you would when meeting a stock broker.

3. Practice a firm handshake

Just about everything you do in that first meeting will reflect back on your business and the services you offer. A firm handshake projects confidence and strength while a limp handshake projects a lack of confidence and strength. If necessary you should practice your handshake until it becomes second nature.

4. Express thanks

Lydia Ramsey, in her article “Seal the Deal in Seven Seconds,” says that while only 7% of your first impression is formed by the words you use, it’s important that you choose those words wisely. She suggests focusing on your first 12 words by expressing gratitude for the opportunity to meet with the prospective client.

5. Use the client’s name

Everyone loves the sound of their own name. And when talking to a prospective client, especially within those first crucial minutes, it’s essential that you say their name. But don’t overdo it; you just might start to sound like you’re schmoozing which is never very appealing.

6. Smile

No matter how nervous you are be sure to smile. A genuine smile will put the client at ease and set a friendly tone for the meeting.

7. Be energetic and personable

Even your walk says something about you. If your demeanor is sluggish then your prospective client will think that’s how you work. Be energetic, positive and friendly. This effort will communicate volumes about your work ethic.

Almost as important as your pitch is the first impression you give a prospective employer. As you attend to your appearance and the way your present yourself, applying the seven tips described above, you’ll find it much easier to close the deal. Come back next week when we will discuss how to present the perfect sales pitch.

To enhance your sales pitch and learn crucial marketing techniques, you can enroll in the Professional Bookkeeper Program. You can add new services to your offerings and broaden your target market. If you would like to learn more you can order our video “Introduction to the Professional Bookkeeper Program” today. For less than $10 (or free when you watch it online) you can learn everything you need know about this amazing course.

References

Ramsey, Lydia. “Seal the Deal in Seven Seconds.” 2 July 2008 About.com

The time is drawing close for the next tax season to start. For most of us this is a time that is fast paced in our personal and professional lives. The holidays seem to come and go quicker each year and so does the start of the tax season. Because this time of year can be so hectic, here’s a checklist that you can refer to and see if you have all your bases covered once the clock strikes midnight New Year’s morning.

Office Supplies - Nothing bothers me more when I have set down to do work, when I find that I don’t have the paper, or the letterhead, or any other office supply that is needed. Create yourself a “Supplies Checklist” and go and get those materials that you need on hand to make doing business in your day a smooth experience for you. Paperclips, staples, and even staplers can be things that we don’t readily think about, but often need when we are working with a customer.

Marketing Materials - Speaking of materials, business cards, referral cards, post cards, flyers and brochures are all tools that can be utilized within the framework of working with your customers. Especially if you are concentrating on the individual tax return preparation, you can grow your company if you have an active business promotion that you can spread word of mouth through your own current customers.

Getting these materials created, designed, and produced takes time. On average 3 to 4 weeks minimum. Start thinking and getting into your local printer what you want to be handing out to your current and potential customers both to individuals and companies.

Advertising Spots - Odds are you are not going to be blitzing your local media with tons of commercials and full page ads in the local newspapers, however, if you plan it correctly you may be able to grow your practice as if you have. If you are shooting for the individual side of the tax prep equation, look into sponsorships of local talk radio. If that’s too rich for your blood, look into the local “nickel” ads and having a prominence in that.

If you are looking to gain additional business clients it can be possible to run an ad or two in your local business magazine, up to a quarter page to as small as and in-column “classified ad”. In anything you do try to get their number of the publication’s distribution and break it down to how many clients you need to get from the form of advertising to pay for the advertising.

Customer Service Calls - Nothing better pays off than to be proactive with your clientele. Your current, or last year’s customers may have placed this in the back of their minds and my not know who they are going to to get their taxes done this year. When you are in the “front of their minds” with a customer service call (a couple tips of what to bring to the tax prep meeting, possibly even scheduling out that tax preparation meeting between you and them) you’ll be able to refreshen the good thoughts, times and experiences they had with you last year. Even if you have kept contact with them over the year through various ways a customer service call is agreat way to keep them prepared to visit you.

Training - Probably the last on your list, but most essential is the training you have for the upcoming season. If you have gone through UAC’s Professional Tax Preparer Certification, have you been able to keep up on the latest changes coming out of the tax code. We have tried to keep you appraised of what’s happening nationally, have you kept current with local and state tax changes?

Perhaps you are bringing in a new person to help with the load of clients walking in your door, do they have the training you are comfortable with? Perhaps you have yet to gain the training for tax preparation that makes the difference in business success? What ever it may be, you need to be looking into and purchasing the training that makes sense for you and your employees.

These are just a few ideas of a checklist you can be creating and taking care of right now! Hopefully, this will stir something up for you to remember and to get for your Tax Practice’s success. To become a Professional Tax Preparer, Universal has what you need.