Without a doubt, when you survey the tax profession, owners will tell you that referrals are the No. 1 source for new clients. And when you’re in a service business such as this, you better have clients telling others about you because if you don’t, your “service” is probably pretty stale.
So, how do you set the tone as the tax business owner? How do you begin the process of making your tax business become characterized as a well-oiled, word-of-mouth, referral machine in your community, city, or even region?
Well, the No. 1 place to start comes from building a foundation. This foundation is a culture in your office – a referral culture. Referrals permeate everything you do. You discuss them in meetings. Referrals come up in conversations with your employees.
Your year-round staff naturally passes your priority for word-of-mouth business along to seasonal tax preparers during tax season. Referrals ring clear in all of your client communications. “This is what we do here.” A successful client in our office always finds other people like themselves and encourages them to come to our tax office.
When you send letters to your clients or you have email correspondences, there’s a consistent drumbeat of talk about referrals: How you appreciate them and how you go out of your way to take care of the friends, family, and co-workers your clients send to your tax practice.