How to Coach Your Clients to Refer You Business

client coaching
iStock_Tempura_client coaching
Bryce Sanders
President
Perceptive Business Solutions Inc.
Columnist
Share this content

Accountants need new clients, but there’s a problem getting them. You don’t want to cold call or beat the bushes because you feel that cheapens the profession. Enter referrals. You are OK with adding new clients if a satisfied client sends them your way. How do you make that happen?

There Are Problems Ahead
In an ideal world, you would do nothing. Your hundreds of clients know lots of people. If the New York Times says the average American knows 600 people and you prepare taxes for 300 clients, there are 180,000 possible clients out there. If you had a 1 percent success rate, that’s 1,800 potentials. 

But reality intrudes. Forty-three percent of Americans file their own taxes. Another 10.9 percent get a friend or family member to do it. Only 28.5 percent work with an accountant. Applied to the 1,800 above, that leaves 513 potentials.

Now comes the big problem: Few people shop around for accountants. Relocated executives and divorcees might. Most people stick with their accountant long-term, similar to their relationship with doctors, lawyers, and dentists. You all belong to the professional classes.

However, accountants retire, and practices change hands. People also have specialized needs not every accountant can handle. Others give up on doing their own taxes. You must be prepared.

Your Client is Agreeable. What Could Possibly Go Wrong?
Your client might love you, but often they can’t explain their reasons to a third party. They don’t know how to “sell” you. Even worse, they are terrified of being asked awkward questions. 

Consider this example: You ask a good client to send friends your way. They approach a friend and say, “You really should work with my accountant.” The friend asks, “Why?” Your client replies, “Because my accountant is looking for new clients. He asked me to send him some.” That was awkward.

Please Login or Register to read the full article

To access all of the content on our site, register (it's free!) or login to your existing account.

About Bryce Sanders

About Bryce Sanders

Bryce Sanders is president of Perceptive Business Solutions Inc. in New Hope, Pennsylvania. He provides high-net-worth client acquisition training for the financial services industry. His book, Captivating the Wealthy Investor, can be found on Amazon.com.

Replies

Please login or register to join the discussion.

avatar
Jul 6th 2017 15:31

Hello, Sir
Excellent article. Very useful.Thank you so much for sharing.
QuickBooks Support Phone Number

Thanks (2)
to alienmartin
Jul 5th 2017 18:34

Thanks for writing! Glad you enjoyed the article.

Thanks (1)
avatar
Jul 15th 2017 22:58

Hi Sir
Great Article, after long time I have read such valuable article Norton Setup

Thanks (0)
to nortonsetup
Jul 16th 2017 01:59

Thanks! Glad you liked the article!

Thanks (0)