S H O U T
Thanks, Norman Wierer for sharing that your advertising is paying off in so many ways. Kudos for signing up a client who owes $52,000 and getting paid $5,000 upfront as well as letting us know your leads are increasing every month from all your marketing methods, including mailing out your monthly newsletter! Keep your foot on the marketing gas pedal. Congratulations to Carolyn Stipp for getting your first paying tax resolution client. This is just the beginning. Way to go, Antonio Nava for being one of the speakers at Latino Tax Pro! Congratulations to James Cha for sending out a press release. Great info! Good job, Harry Miller for posting “Celebrity Tax Problems” stories on your website from our newsletter. Very clever! High-fives to Roxanne Shipley, LuSundra Everett, Louise Hartford, Hopeton Scott, and Daniel Ogbonna for mailing out your referral letters! Keep up the good work. Nice touch and great info, Cliff Beacham for including a “Get Out of Jail Free” card with your referral letter.
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push the fancy appliances. That’s an understandable way to think, and appliance salesmen aren’t the only ones who do it. A lot of the tax professionals I work with are hesitant to recommend the highest, most expensive level of services they provide. They either don’t want to charge extra for services they do for their clients, or they undercharge for the services they provide because they are afraid of losing a client or worried about being too salesy. The truth is that if you never mention premium services you offer, then you’re working in the sales prevention department and missing out. This isn’t the smart way to run a business. If you want to succeed and grow your company, you need to make engaging your services, and every customer service interaction, as smooth as possible. If you throw boulders in the road, you’ll start losing the clients who don’t want to climb over them. Making the buying process difficult is just one of the cardinal mistakes we see many tax planning and resolution specialists make. There will always be clients who walk through your door with the expectation of VIP treatment, just like there will always be people like me and Roslyn, who had our hearts set on having top-of-the-line appliances. These clients want the very best, and if you don’t offer it to them, then the only person you’re hurting is yourself. Like the salesman in the appliance store, you’re throwing an obstacle between your company and your payday. This new year, do yourself a favor and resolve not to be in the sales prevention department. If you make the process to retain you easy for your clients — and don’t let your mindset get in the way — you’ll set yourself up for a lucrative 2021.
–Michael Rozbruch
6 • www.rozstrategies.com
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