This way, you can get to know them and they can get to know you. Don’t forget they will be sharing very personal financial information with you. Come to this meeting having done some research on the topic they are asking about.Dress sharply, be on time and be sure to ask them questions about themselves unrelated to accounting. Bring a cheat sheet if you need to, but be ready to discuss it.Here’s what I can do for you ….” Being honest like that really catches the eye of people, and believe it or not, around 5% of them called me, which is a very high percentage for direct mail.I got around 15 new tax clients a year in this way some of whom eventually started there own businesses as well.This is a good thing in that it gives you the opportunity to get back to them later with an answer – a second date of sorts, even if it’s just a phone date. Even if you are rejected, they may need you later or tell others about you. I have been guilty of this myself, passing off the work to my staff and moving on to new conquests.
Moreover, the entire client–accountant relationship is, at its heart, a relationship between two people – just like our personal relationships. right client isn’t going to just walk into your office. When I first began my practice, I contacted a local company that creates and sells lists of new home buyers.
After all, people are the best doorway to other people. Thankfully, unlike in relationships, it is okay to have more than one client!
Step 2: No matter how small the question, suggest that you get together for coffee, lunch or breakfast to discuss it – your treat. This is vitally important because true or not, many people view the accounting function as a “commodity." Therefore, how the person feels in your presence is often a huge factor in deciding whether you are “the one” for them.
Similarly, the methods for attracting and keeping them mirror those of any relationship. You have got to make yourself go to where the people are or bring them to you. There are many companies that make a living by going down to the local tax assessor’s offices and compiling lists of new home purchases complete with name, address and the sales price of the home.
Let me show you, step by step, and give you some ideas in the process. Most of these companies can filter the list by zip code, date purchased and sales price.You don’t need to know everything about the topic; just enough to let them know you have the knowledge.