It happens every year. Firms get so bogged down during the busy season (and who doesn't?) that business development and marketing get pushed aside. But the reality is that just a few months later, those same firms are often reviewing poor growth numbers without realizing they just missed their best opportunity to grow.
As you make your way through this busy season, here are a few simple strategies you can employ to keep generating new business all year and get the growth you're looking for.
- Satisfy your clients with a high level of service. Sounds simple, but it's easy to let service slip when you're busy. Don't lose your clients to other service providers because they feel overlooked.
- Introduce clients to other consultants. Not only will your client feel more valued and important, but you'll also introduce them to other services they may not realize you provide.
- Develop a reviewer checklist. Arm your tax return reviewers with a simple checklist that spots needs in your other service areas. An example may be that a certain income level flags the need for estate planning services, etc.
- Deliver returns in person. Use this valuable time to discuss the needs identified in your reviewer checklist and to thank them for their business.
Remember, no one argues that busy season isn't challenging. But too few realize that meeting with that many clients in such a small amount of time is the best opportunity you'll have to sell all year. Don't waste it!
Larry Bildstein is President and CEO of The Whetstone Group, Inc., a consulting enterprise that helps professional service firms develop and implement effective growth plans with marketing and telephone lead generation.
The Whetstone Group
707 Seventh Avenue
Marion Iowa 52302
Ph: (319) 447-6401
Fx: (319) 447-6439