Real Tax Business Success: Tax Marketing Lesson 39: Word of Mouth Clients

[et_pb_section bb_built=”1″ admin_label=”section” transparent_background=”off” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”on” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off” custom_css_main_element=”top-padding: 0px !important;||” custom_padding=”0px|||”][et_pb_row admin_label=”row” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” custom_margin=”0px|||” allow_player_pause=”off” parallax=”off” parallax_method=”on” make_equal=”off” parallax_1=”off” parallax_method_1=”off” custom_css_main_element=”top-padding: 0px !important;”][et_pb_column type=”4_4″][et_pb_text admin_label=”Lead” background_layout=”dark” text_orientation=”center” header_text_color=”#ffffff” background_color=”#0c71c3″ use_border_color=”off” border_color=”#ffffff” border_style=”solid” custom_margin=”0px|0px|0px|0px” custom_padding=”10px|20px|20px|20px” custom_css_main_element=”top-padding: 0px !important;” header_letter_spacing=”3px” header_line_height=”1.3em” text_letter_spacing=”3px” text_line_height=”2em” header_font_size=”25px”]

Stimulating Word of Mouth and Referrals:

Strategic Marketing Techniques

[/et_pb_text][et_pb_text admin_label=”Text” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]

Definition of a Referral: Clients that do business with you as a result of the satisfaction of your current or previous clients. They can be first, second, third or more generation.

(They may come from someone who told someone, who told someone … etc.)

Purpose of Referrals: To increase your business without the cost of marketing or advertising. (Or increase client acquisition at a much lower cost than normal external advertising means.)

With this said, let me point out there is no better new client that will come into your tax business than one referred by a happy client. The referred client comes into your office with less price resistance, less skepticism and overall is a more receptive client. (By the way, if you do a good job, they tend to refer even more of THEIR friends, co-workers etc.)

Now the “EAR” formula is a simple way for you to use referrals to increase your ongoing tax business.

E.A.R. stands for EARN, ASK and REWARD. (Every tax business should be doing “some” part of the “EAR” formula as a natural extension of their normal business practices.)

If you are good at what you do (and you should be) you will naturally “earn” more business because your clients WILL talk positively about you. By taking care of your clients you will EARN THE RIGHT TO MOVE TO THE NEXT PART OF THE FORMULA.

Yes, if you are GOOD (hopefully you’re GREAT at preparing taxes and making your clients feel taken care of), then you should have NO problem “ASKING” for referrals!

I don’t know why so many people get “hung up” on this point. It may be a self esteem issue or just a low self confidence problem, but you’re going to have to get over this “bump in the road” real quick!

Not being confident in your abilities to DO “WHAT YOU DO” FOR A LIVING needs to be resolved. That’s something I can’t help you with. (You’re gonna have to knock that one out yourself!)

And finally the “R” stands for RECOGNIZE or REWARD. If you have gone this far to EARN your client’s approval and you’ve be bold enough to ASK for referrals, then you should finish the race by REWARDING your clients for doing what you asked them to do in the first place!

(Some tax business owners just don’t like rewarding or recognizing their clients for referring their friends, neighbors etc. I think there must be some pride or greed issues going on deep down, but that’s for them to deal with.)

Here’s a quick story that illustrates how your clients will respond to being rewarded for their “good behavior.” (I got this from a guy in a “Marketing Mastermind Group”.)

A guy rows his little boat out to the middle of a lake for a relaxing day of fishing. Up over the side of the boat comes a huge green snake with a half swallowed frog sticking out of his mouth. Feeling for the frog, the fisherman whacks the snake with the oar; the snake spits out the frog; and the frog’s life is spared — and that makes the guy feel good. But he also knows he has just deprived the snake of his mid-day meal — and that makes him feel bad. Having no food for him, he gives the snake a swig out of his bottle of bourbon, and the snake swims away happy. Two minutes later the snake swims back with two frogs in his mouth.

You’d be surprised what your clients will do when you offer them a little reward or recognition!

 

How to use the “EAR Formula” specifically to increase your sales

Let’s start off with EARN first.

How can you be so good at offering tax services that you “earn” word of mouth business? (This may be one of your “ultimate secret marketing” weapons.)

The answer is simple but hard to “really” implement on a consistent basis. The simple answer is EXCELLENCE. That’s right, your office should “ooze” with the smell of excellent service! I can walk into one of our tax offices during the peak of tax season and see this “excellence” taking place. It makes my heart feel good. All the time and effort and work that went into developing a system that runs like a top.

Employees are smiling, enjoying the “fast pace” of all the business. Clients are getting taken care of fast and efficiently. (You can just look at them and tell they are happy.) The phone is being answered properly and new clients are being “sold” with every other ring. It’s an excellent environment to be in.

Does it always run that smoothly? (I wish.) If you can get an “environment of excellence” 85% to 90% of the time you’re way ahead of the game! We’re all human and we all make mistakes. And you know what, life “just happens” sometimes and there’s not a lot we can do about it. An employee doesn’t show up for a shift, you get two “problem” clients in a row and your “attitude” is temporarily bruised and at the same time a computer breaks down.

Again, that’s life! Roll with it and chalk it up to the 10% or 15% you just can’t control.

Now what are some of the best times to ASK for referrals? (We ask before, during and after the tax return has been prepared.) Why so many times? (Well, why not?)

Our clients get TWO letters in the beginning of tax season (whether they have come in already or not.) They are both mainly “referral pitches” asking existing clients to tell their friends about us.

When clients came in our lobby during tax season we had brochures and fliers promoting our “Refer-A-Friend” plan. When a tax preparer took a client back and sat down with them to prepare their return on the computer, an “inquiry” or “soft sell” is made talking about the referral program. When the client’s return was completed, he or she is given a brochure or flier (with referral slips to give to their friends) as they are leaving. When they come back to pick up their refund check or to get the copies of their completed return, we gave them more referral slips and “talk up” the reward benefits.

(We even give Free Gifts to our clients as a “good will” gesture to help stimulate more WOM. More about that in a minute.)

Finally, we’ll send letters thanking clients for their business and ASKING for referrals AGAIN! If they have already referred someone, we give them their reward and thank them some more.

 

This is called a referral “funnel”, and it’s critical.

Speaking of REWARDS, we say thank you with CASH! People love getting cash sent to them in the mail! $5 bucks, a $20 bill … because no one ever does it! It’s a great way to spread even more “positive talk” about your tax business.

If clients keep referring more people, once they get to a certain level we give them even more “bonus” money! You can be as creative as you want!

The point is recognize and reward “behavior” that adds more money to your pocket!

I like to think of our referral plan as a way of hiring thousands of salespeople to go out and “sell” other people on using our tax services. If they “make a sale” they get something like a commission check. (But in our case, it’s actually just a thank you letter and cash. It works well enough.)

Another important note to sending cash in the mail: SEND OUT YOUR THANK YOU NOTE WITH THE CASH ASAP! (DON’T DELAY ON THIS. IT WILL COST YOU MOMENTUM AND LOST SALES!)

This sounds pretty easy, right? So why do so many tax business owners NOT have effective referral promotions? Well, it all boils down to two main reasons: PRIORITY and ACCOUNTABILITY.

You see, “knowing” and “doing” are two different balls of wax!

It has been my experience that everyone in the tax business KNOWS referrals or WOM business is one of the main sources for new clients during any given tax season. (Every tax business owner gets them.)

The key I’ve found is NOT EVERY TAX BUSINESS OWNER MAKES GETTING MORE REFERRALS A PRIORITY!

They know if they do a good job people will talk well about them. They know if they ask their clients for some referrals, they get some extra people coming to their office. And finally, they know if they give some extra incentive, more people will be willing tell their friends about their tax business.

“KNOWING” is not the problem! Setting an example as the owner of the business (following the EAR Formula yourself) and making sure your staff is “crystal clear” on the fact that getting referrals in your office WILL be a mandatory part of their job description!

But how do you implement it properly? I mean, how do you make this whole thing happen like it’s supposed to?

An ACCOUNTABILITY system is the sure fire way to make implementation “stick.”

If you are holding yourself and your staff accountable to ASKING EVERY CLIENT THAT WALKS THROUGH YOUR DOOR TO PLEASE CONSIDER REFERRING OTHERS TO YOUR TAX BUSINESS (AND HANDING THEM AN INCENTIVE COUPON SLIP), that will be one way to do it.

Another way would be to set a goal to mail a certain number of letters per week to your clients (or even to your friends or neighbors that are not clients) and ask them to send new clients your way.

You could make this a contest for everyone in your office. They can mail a certain number of people per week that they know (with the business paying for the mailing of course.) You get everything up on a board in the back of your office or in a break room with some kind of chart tracking “how everyone is doing.”

This helps make it fun, it gets other people more excited because they will be naturally competitive about it, but most of all you get to hold EVERYONE accountable at the same time.

You can have multiple contests. Track the number of contacts each employee has with a client compared to the number of referral slips they have handed out. You can track a different number of referral slips given to other people in or outside your office.

(We actually had one employee get so excited about handing out referral coupons that she just walked around a shopping center handing out referral slips to people WHO WERE NOT EVEN OUR CLIENTS.) She won the contest in her office and it was because she had almost 15 other people in that town walking around giving our referral slips to THEIR friends, and they weren’t even in our client base! (Of course we sent them the cash in the mail. I don’t care WHO refers someone, as long as we get new paying clients!)

Offer steak dinners at the end of each month of the tax season for most new client referrals coming from your employees’ hard work. Hey, offer them more cash if they want it just like you’re giving your clients.

Track whatever way you want. (Just make sure it is a priority and you are holding the whole program accountable.)

The main thing to remember is:

Nike. (Just do it.)

[/et_pb_text][/et_pb_column][/et_pb_row][/et_pb_section][et_pb_section bb_built=”1″ admin_label=”Section” fullwidth=”off” specialty=”on”][et_pb_column type=”1_2″ specialty_columns=”2″][et_pb_row_inner admin_label=”Row”][et_pb_column_inner type=”4_4″ saved_specialty_column_type=”1_2″][et_pb_text admin_label=”Text” background_layout=”light” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]

Chauncey Hutter Jr.

Tax Marketing Expert

Chauncey Hutter, Jr, is a best-selling author and leading marketing consultant and success coach to the tax industry. Mr. Hutter grew his father’s $50,000 per year tax preparation business to a multi-million dollar empire with 24 locations, 400+ employees and over 27,000 tax clients all coming from his marketing campaigns.

[/et_pb_text][/et_pb_column_inner][/et_pb_row_inner][/et_pb_column][et_pb_column type=”1_4″][et_pb_image admin_label=”Chauncey” src=”https://taxmarketing.com/wp-content/uploads/2017/05/Chauncey_Hutter_Professional.png” show_in_lightbox=”off” url_new_window=”off” use_overlay=”off” animation=”left” sticky=”off” align=”left” force_fullwidth=”off” always_center_on_mobile=”on” use_border_color=”off” border_color=”#ffffff” border_style=”solid” alt=”Tax Marketing Tax Business Message” /][/et_pb_column][et_pb_column type=”1_4″][et_pb_button admin_label=”Crash Course Book” button_url=”https://click.taxmarketing.com/crash-course-book” url_new_window=”on” button_text=”Crash Course Book” button_alignment=”center” background_layout=”light” custom_button=”off” button_letter_spacing=”0″ button_use_icon=”default” button_icon_placement=”right” button_on_hover=”on” button_letter_spacing_hover=”0″ /][et_pb_button admin_label=”Blockbuster Book” button_url=”https://book.taxmarketing.com/order-book-free” url_new_window=”on” button_text=”Blockbuster Book” button_alignment=”center” background_layout=”light” custom_button=”off” button_letter_spacing=”0″ button_use_icon=”default” button_icon_placement=”right” button_on_hover=”on” button_letter_spacing_hover=”0″ /][/et_pb_column][/et_pb_section]

Comments 14,417

  114. Hi there. I characterize as you’ve noticed that a raffle of different devices must been invented suited for cigarette smoking. Iqos vape However they also came up with something absorbing as a replacement for cannabis smoking – it’s bong In my opinion the same of the best ways to fully adventure the dab rig
    importance of cannabis and its thrust on you. If you are a beginner and a moment ago craving to effort smoking.

    Reply

  151. Pingback: madridbet

  152. Pingback: madridbet

  155. Pingback: madridbet

  157. Pingback: elexusbet

  158. Pingback: meritking

  169. Pingback: madridbet

  189. Pingback: meritking

  192. Pingback: madridbet

  202. Pingback: porn

  547. Pingback: meritking giriş

  954. lipitor 80mg mims: Patients who are taking Lipitor should be aware that it may increase the risk of developing tendonitis, a condition that causes inflammation and pain in the tendons. They should inform their healthcare provider if they experience any of these symptoms.

    Reply

  5686. Pingback: child porn

  8599. Pingback: porn

  9093. Educating oneself about ED and available treatment options can empower individuals to make informed decisions about their sexual health. Reliable sources, such as reputable medical websites or educational materials, can provide accurate information.

    buy fildena 100mg https://fildena.hair/ order sildenafil 50mg online

    Reply

  9573. Pingback: meritking

  9636. Practicing good sleep hygiene and ensuring adequate rest can positively impact overall well-being, including sexual function. Men with impotence should prioritize getting enough sleep and establishing a regular sleep routine.

    fildena 100mg cheap order sildenafil fildena 100mg pills

    Reply

  11798. Pingback: grandpashabet

  13665. Pingback: meritking

  13739. Pingback: meritking giriş

  14311. Pingback: grandpashabet

  14315. Pingback: izmir escort

  14320. Pingback: porn

  14322. Pingback: child porn

  14326. Pingback: porn

  14355. Pingback: porn

  14358. Pingback: sex

  14362. Выбирайте качественные мешки для мусора
    2) Защитите окружающую среду с экологичными мешками для мусора
    3) Уберите от мусора с легкостью с помощью мешков для мусора
    4) Оптимальный выбор для утилизации мусора – мешки для мусора
    5) Держите свой дом с помощью мешков для мусора
    6) Упорядочьте свой дом с с использованием мешков для мусора
    7) Уважайте окружающую среду с качественными мешками для мусора
    8) Удобный способ для утилизации мусора – мешки для мусора
    9) Необходимое приобретение для любого дома – мешки для мусора
    10) Просто сортируйте мусор с помощью различных цветов мешков для мусора
    11) Экономьте время и силы с надежными мешками для мусора
    12) Поддержите экологию вместе с мешками для мусора
    13) Простое решение для уборки двора – мешки для мусора
    14) Храните уборочные принадлежности в мешках для мусора
    15) Качество и экологичность – главные критерии при выборе мешков для мусора
    16) Держите свой дом в чистоте с мешками для мусора
    17) Легко и быстро – утилизируйте мусор с помощью мешков для мусора
    18) Простые и практичные мешки для мусора упростят вашу жизнь
    19) Экономьте место с помощью компактных мешков для мусора
    20) Поддержите чистоту города с качественными мешками для мусора
    мешков для мусора http://www.meshki-dlya-musora-s.ru.

    Reply

  14363. Выбирайте качественные мешки для мусора
    2) Защитите окружающую среду с надежными мешками для мусора
    3) Уберите от мусора с легкостью с при помощи мешков для мусора
    4) Оптимальный выбор для утилизации мусора – мешки для мусора
    5) Держите свой дом с помощью мешков для мусора
    6) Организуйте свой дом с с использованием мешков для мусора
    7) Поддержите чистоту с надежными мешками для мусора
    8) Удобный способ для утилизации мусора – мешки для мусора
    9) Необходимое приобретение для любого дома – мешки для мусора
    10) Легко сортируйте мусор с помощью различных цветов мешков для мусора
    11) Экономьте время и силы с надежными мешками для мусора
    12) Защитите окружающую среду вместе с мешками для мусора
    13) Простое решение для уборки двора – мешки для мусора
    14) Сортируйте мусор в мешках для мусора
    15) Прочность и долговечность – главные критерии при выборе мешков для мусора
    16) Держите свой дом в чистоте с мешками для мусора
    17) Легко и быстро – утилизируйте мусор с помощью мешков для мусора
    18) Простые и практичные мешки для мусора упростят вашу жизнь
    19) Оптимизируйте пространство с помощью компактных мешков для мусора
    20) Защитите свой дом с качественными мешками для мусора
    мусорные пакеты http://meshki-dlya-musora-d.ru/.

    Reply

  14366. Pingback: vip çeşme transfer

  14367. Подбирайте качественные пакеты для мусора
    2) Сберегите окружающую среду с экологичными мешками для мусора
    3) Уберите от мусора с легкостью с при помощи мешков для мусора
    4) Оптимальный выбор для утилизации мусора – мешки для мусора
    5) Держите свой дом с помощью мешков для мусора
    6) Организуйте свой дом с помощью мешков для мусора
    7) Уважайте окружающую среду с качественными мешками для мусора
    8) Удобный способ для утилизации мусора – мешки для мусора
    9) Необходимое приобретение для любого дома – мешки для мусора
    10) Легко сортируйте мусор с помощью различных цветов мешков для мусора
    11) Сэкономьте время и силы с прочными мешками для мусора
    12) Поддержите экологию вместе с мешками для мусора
    13) Простое решение для уборки двора – мешки для мусора
    14) Сортируйте мусор в мешках для мусора
    15) Прочность и долговечность – главные критерии при выборе мешков для мусора
    16) Сохраняйте свой двор в чистоте с мешками для мусора
    17) Легко и быстро – утилизируйте мусор с помощью мешков для мусора
    18) Интуитивно понятные мешки для мусора упростят вашу жизнь
    19) Оптимизируйте пространство с помощью компактных мешков для мусора
    20) Поддержите чистоту города с качественными мешками для мусора
    купить мешки под мусор https://www.meshki-dlya-musora-j.ru/.

    Reply

  14370. Pingback: çeşme transfer

  14373. Pingback: izmir travesti

  14375. Amazing post. It is impressive and informative content. Want to grab the PC version of the Pokemon Emerald GBA Emulator? If you do, you have landed in the right spot. I know how to acquire the Pokemon Emulators for a computer. I shared a link to the relevant article. Dive into it for more information and a guide to downloading the Pokemon Emerald ROM.

    Reply

  14378. Приобрести мешки для строительного мусора в Качественные мешки для строительного мусора по Многообразие мешков для строительного мусора для любых нужд
    Необходимый атрибут ремонта: мешки для строительного мусора для любых объектов
    Где удобнее всего расположить мешки для строительного мусора на стройке?
    строительный мешок цена https://meshki-dlya-stroitelnogo-musora-y.ru/.

    Reply

  14386. Pingback: burdur escort

  14387. Pingback: hd porno izle

  14391. крепкий – низкие цены на сайте!
    Скотч от производителя: лучшие цены только у нас!
    Качественный лента по акции – оформите заказ прямо сейчас!
    Купите скотч для упаковки и исключите неудобства с сложными герметизирующими материалами!
    Лента для упаковки – это доступный материал в любом офисе, доме или на предприятии. Оформляйте заказ у нас!
    Заказывайте для связывания – только у нас!
    Лента для упаковки – это ваш помощник при переезде или отправке посылок.
    скотч для упаковки в нашем интернет-магазине легко и удобно!
    Лента для упаковки от оптового поставщика – выбирайте цвет и делайте заказ прямо сейчас!
    в розницу – большой выбор и специальные предложения на нашем сайте!
    Скотч для упаковки прочная – лучший выбор в нашем интернет-магазине!
    Скотч для упаковки от качественного поставщика – заказывайте уже сейчас!
    Скотч для упаковки прочный материал на работе или дома – покупайте у нас!
    Оформите заказ на скотч для упаковки со скидками – получайте выгодные условия для постоянных покупателей!
    Лента для упаковки – лучший выбор для надежного упаковывания посылок и грузов! Заказывайте у нас!
    Покупайте скотч для упаковки в розницу и получайте бонусы на заказы!
    У нас широчайший ассортимент для упаковки на любой вкус и цвет!
    Купите для упаковки и забудьте о проблемах с герметизацией и креплением упаковки!
    широкий – заказывайте к вам домой или в офис!
    липкая лента цена https://skotch-kupit-ms.ru/.

    Reply

  14392. Pingback: fuck google

  14393. Pingback: yasam ayavefe techbullion.com

  14395. Заинтересованы в приобретении диплома моментально и без излишних заморочек? В Москве имеется обилие возможностей для приобретения диплома о высшем образовании – https://diplom4.me. Специализированные агентства готовы по приобретению документов от различных учебных заведений. Обращайтесь к достоверным поставщикам и закажите свой диплом уже сегодня!

    Reply

  14396. Покупка документа в столице https://diplomsuper.net становится все более популярным вариантом среди того, кто стремится к оперативному и практичному завершению официального образовательного учебного свидетельства. В городе предоставляются разнообразные возможности по покупке дипломов разных уровней степени и специализаций.

    Reply

  14399. Купить сертификат университета – это вариант скоро завершить документ об академическом статусе на бакалаврской уровне безо дополнительных хлопот и затраты времени. В столице России предоставляется множество опций подлинных дипломов бакалавров, гарантирующих комфорт и легкость в получении.

    Reply

  14400. Купить сертификат магистра – это возможность скоро получить запись об учебе на бакалаврском уровне лишенный излишних забот и расходов времени. В городе Москве предоставляется разные вариантов подлинных дипломов бакалавров, обеспечивающих комфортность и удобство в получении.

    Reply

  14401. Pingback: grandpashabet

  14402. На территории Москве купить свидетельство – это практичный и экспресс вариант достать нужный документ безо дополнительных трудностей. Множество компаний предоставляют услуги по созданию и торговле свидетельств разных учебных заведений – prema-diploms-srednee.com. Ассортимент дипломов в городе Москве большой, включая документация о академическом и нормальном образовании, аттестаты, дипломы техникумов и университетов. Основное плюс – возможность достать диплом подлинный документ, гарантирующий истинность и качество. Это гарантирует уникальная защита ото подделки и дает возможность использовать свидетельство для разнообразных нужд. Таким образом, заказ аттестата в столице России становится надежным и оптимальным решением для тех, кто желает достичь процветанию в карьере.

    Reply

  14403. На территории Москве купить свидетельство – это удобный и экспресс вариант достать нужный запись лишенный избыточных проблем. Разнообразие компаний продают услуги по изготовлению и реализации свидетельств различных учебных заведений – gruppa-diploms-srednee.com. Ассортимент свидетельств в столице России огромен, включая документы о высшем уровне и среднем образовании, свидетельства, дипломы техникумов и университетов. Основной преимущество – возможность получить диплом официальный документ, обеспечивающий истинность и высокое стандарт. Это обеспечивает специальная защита против подделок и позволяет использовать аттестат для различных целей. Таким путем, заказ аттестата в столице России является важным безопасным и экономичным решением для таких, кто хочет достичь процветанию в трудовой деятельности.

    Reply

  14404. Pingback: grandpashabet

  14405. Pingback: child porn

  14406. Pingback: yasamayavefe

  14407. While generic plaquenil has shown promise in managing autoimmune disorders, it’s not without potential side effects. Long-term use of the medication can lead to retinal toxicity, affecting vision. Routine eye examinations are essential for patients on Plaquenil to detect any signs of retinal damage early on. Additionally, individuals taking Plaquenil should be aware of other potential side effects, including gastrointestinal upset and skin reactions. Balanced monitoring of benefits versus risks is essential in optimizing treatment outcomes.

    Reply

  14408. One of the challenges in evaluating stromectol’s efficacy in COVID-19 treatment is the lack of large-scale randomized controlled trials. ivermectin equine Many of the studies conducted thus far have been small, observational, or retrospective in nature, making it difficult to draw definitive conclusions about its effectiveness.

    Reply

  14409. ivermectin medicine, featuring ivermectin, has been investigated for its potential to treat parasitic infections in marine mammals such as seals and dolphins. As these animals face threats from parasites in their natural habitats, effective treatments like ivermectin play a crucial role in conservation efforts to protect vulnerable marine species.

    Reply

  14410. Pingback: travesti.site

  14412. Pingback: porna

  14413. Pingback: child porn

  14414. Pingback: yasam ayavefe

  14415. Pingback: ayavefe

  14416. Pingback: casinno porna

Leave a Reply to Wimimmax Cancel reply

Your email address will not be published. Required fields are marked *