PRACTICE CORNER FROM THE MARKETING: How to Generate Tax Resolution Leads
Here are 3 proven methods for attracting a steady stream of desirable clients. 1. Who is your ideal tax resolution client? The first thing you need to do is determine who your target prospect is and what your prospect truly desires that only you can provide to make sure they pay the fees you want them to pay. You do this by figuring out what occupations they hold, what their hobbies are, what their ages are, whether they’re predominantly male or female, what they earn, where they congregate online, what trade journals or publications they subscribe to, what TV channels or cable shows they watch, what radio stations they listen to, etc. 2. Give them a clear reason to contact you. Next, you need to give your ideal target prospect from above a clear reason to contact you and get this “reason” out in front of them. This reason or thing is called a “lead generation magnet.” This lead generation magnet is an incentive for the prospect to get in exchange for their contact information. This lead generation magnet can be delivered in various ways and media. For example, it could be a confidential special report that you physically mail to the prospect, or you can make it immediately accessible via download from a website or landing page. It can be a video, DVD, CD, an e-book, etc. These lead generation magnets answer questions that your ideal prospect has swirling around in their head. Some of those questions may include “Will I be forced to meet or speak with the IRS?” Or, “Can I get the IRS to waive these ridiculous penalties?” Another question that needs answering is, “How do I file all these delinquent tax returns when I don’t have any records or documents?” Or, “Can I cut a deal to pay less than what they say I owe?”We have four of these lead generation magnets/confidential special reports on the Member’s site already done for you!
3. Why should I do business with you? Lastly, you need to give your ideal prospect a compelling reason to do business with you versus all the other options out there. To accomplish this, you must identify what’s unique about you or your business. This is called your unique selling point, or “USP.” Everybody has at least one. Your USP, or compelling reason to do business with you, is the fuel for your “call to action.” Your call to action tells the reader, the viewer, or the listener exactly what you want them to do. For example, call this phone number now, or go to this URL now. Your USP must have clearly defined benefits that prospects seek that can only be found in your services. For example, Fed-Ex’s USP is, “When it absolutely, positively has to be there overnight.” When you get all three of these methods right, it significantly improves your chances of not only getting your marketing message in front of the right audience but also getting better, highly qualified leads to contact you, which leads to more business.
–Michael Rozbruch
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