Archive for the 'Getting New Clients' Category

Tax Season Survival Kits – Update 2011

 

For our accounting friends, “It’s the most wonderful time of the year” (hum it?).

Long hours, not much sleep, poor diet, not well rested – so what can you do to help?

How can you impress these weary tax warriors?

It is time to send – The Tax Season Survival Pack!

This is a nice package of food and goodies for their office. Whether its Hickory Farms, Swiss Colony or a giant food basket from your favorite market or vendor, send one.

Make sure it is enough to feed the crew for a day or two.

Enough for them to say, “Wow, isn’t that nice” – because it is!

They work very hard this time of year and will truly appreciate your support.

So the next question is when to have this care package delivered?

You might think near April 15th…nope.

I would suggest March 11th for 2011.

As you may now, April 15 has now become a soft date.  It is very easy and common for folks to go on extension as that date gets closer.

But the best clients they have are the business/corporate clients, whose returns are due March 15th – and they don’t want to go on extension!

Delivering on March 11th is about the time when the nights and days all blur together and the crunch is on. 

Think about it:  your nice package arriving during the heat of battle. A beautiful thing!

Guide – Treat your accounting centers of influence to a treat during their most stressful week of the year

Action Item – Send the Tax Season survival Pack and feed them and their staff.

© 2011 The Advisors Center, LLC – All Rights Reserved

Please leave comments to share with others by clicking the comment link below the title of this article.

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Pizza Time

Here is an idea I recently heard! What a terrific gift.

First I contacted all the pizza places in town and found the best super large pizza’s for the best price ($8.00/ per pizza which included tip).

I was able to do this because I told them I wanted to order and have delivered a pizza to every CPA and tax preparer firm in town.

Then I went to MSFT Word and found a picture of Uncle Sam pointing his finger and I did a flyer that said “Take a break on us”, Compliments of myself and my firm. I took the flyer to the pizza place and attached it to the pizza box.

The pizza’s were then delivered and my telephone rang and rang with thank you’s from the CPA and their staffs. Referrals started coming in. It was a win win for the pizza place and a win win for me.

Guide – People remember and appreciate the gift of food, especially when they are hungry.

Action Item – Try Pizza Time in your town.

© 2010 The Advisors Center, LLC – All Rights Reserved

Please leave comments to share with others by clicking the comment link below the title of this article.

The Social Security Breakfast Event

 

Here is a great event for your retirees and pre-retirees.

The Social Security Breakfast.

Clients and their friends are always interested in learning more about the Social Security system and how it can benefit them.

The Social Security Administration (SSA) is always interested in helping citizens learn their options.  If fact, they are so driven to providing this education, they now make speakers available at no charge for YOU.

Go to http://www.ssa.gov/organizations/ and sign up for a speaker.

Arrange for a breakfast at the local hotel that provides a buffet.  This keeps the cost very reasonable.

Hold the event on a weekday morning,  This way you attract those retirees and clients who “don’t like to drive at night.”

Be sure and follow-up with an income analysis for each guest!

Guide – Clients want to learn more about Social Security.

Action Item – Start by contacting SSA for your free speaker.

© 2010 The Advisors Center, LLC – All Rights Reserved

Please leave comments to share with others by clicking the comment link below the title of this article.

Profit per X

 

As Advisors, you face many responsibilities.  You must serve your clients, take care of your family, provide an appropriate work enviroment for your staff and most importantly – stay in business to do these things.

Many organizations in the advisory business will focus on metrics such as: gross revenue, net profits, revenue per client, hourly rate and many, many others.

For most, I would suggest that profit per client or profit per engagement is really the best measure.  This metric lets you know, “Can I afford to do this job?”

Are you serving your clients effectively by allowing some low profit per x clients be subsidized by you high profit per x clients?

What would happen if your high profit per x clients found out they were subsidizing your lower profit per x clients?

Would they be upset or happy?  What would happen to the margin pressure on those higher margin clients?  My speculation is that they would push for and likely demand lower costs as they do not want or deserve to be in the position of subsidizing that lower profit per x engagement.

So think about this as you build new relationships  – Is this engagement going to meet my profit per x hurdle and not cause my best clients to be under-served as a result?

Guide – Measure carefully the profit per x of all your relationships.

Action Item – Consider terminating those relationships that do not currently meet, or in the future are not likely to meet your profit per x hurdle.

© 2010 The Advisors Center, LLC – All Rights Reserved 

Please leave comments to share with others by clicking the comment link below the title of this article.

Drill Deeper: Attend Your Niche’s Meeting

You now have a niche market, but are wondering how to grow and expand it. I have previously discussed being an industry meeting junkie. Now you need to branch out and consider attending the local and state meetings of your niche’s conferences. 
Kristen Luke  recently wrote about joining the association of your niche as well at http://kristenluke.com/page/5/

By attending these meetings, you can network with your niche and with the vendors and experts who serve the niche. 

Go to the breakouts and learn about the issues that your niche is concerned with. 

Walk the booth floor and meet the niche vendors. See how THEY market. Ask how they approach these people. Learn what is working. You’ll be amazed at what they will share. 

Eat at their meals and sit with other attendees. Listen very carefully to the issues discussed. Learn their concerns. 

This information is invaluable in helping you serve and service your market. This is typically intelligence that cannot be gathered elsewhere. 

Next year, arrange to exhibit or, even better, speak or sponsor a speaker to talk on a hot issue that is of concern to your niche. Do this by finding out who is chairing the next conference or who is the organization’s program chair. 

Guide – Going to the conferences of your clients can give you great insight. 

Action Item – Go out and sign up for a couple of State level conferences and just attend! 

© 2010 The Advisors Center, LLC – All Rights Reserved 

Please leave comments to share with others by clicking the comment link below the title of this article.

The Tax Season Survival Pack

 

For our accounting friends, “It’s the most wonderful time of the year” (hum it?).

Long hours, not much sleep, poor diet, not well rested – so what can you do to help?

How can you impress these weary tax warriors?

It is time to send – The Tax Season Survival Pack!

This is a nice package of food and goodies for their office. Whether its Hickory Farms, Swiss Colony or a giant food basket from your favorite market or vendor, send one.

Make sure it is enough to feed the crew for a day or two.

Enough for them to say, “Wow, isn’t that nice” – because it is!

They work very hard this time of year and will truly appreciate your support.

So the next question is when to have this care package delivered?

You might think near April 15th…nope.

I would suggest March 11th for 2011.

As you may now, April 15 has now become a soft date.  It is very easy and common for folks to go on extension as that date gets closer.

But the best clients they have are the business/corporate clients, whose returns are due March 15th – and they don’t want to go on extension!

Delivering on March 10th is about the time when the nights and days all blur together and the crunch is on. 

Think about it:  your nice package arriving during the heat of battle. A beautiful thing!

Guide – Treat your accounting centers of influence to a treat during their most stressful week of the year

Action Item – Send the Tax Season survival Pack and feed them and their staff.

© 2010 The Advisors Center, LLC – All Rights Reserved

Please leave comments to share with others by clicking the comment link below the title of this article.

Client Event Idea – Shredding Day/Week

 

How can we add value to our client and center of influence relationships, help them, and do good works?

Make Thursday, April 22, 2010, Client Shredding Day!

Oh, by the way,  This also happens to be Earth Day.

Here are some of the benefits:

  • Clients properly dispose of  papers with personally identifiable information
  • Reduces the risk of identity theft
  • Encourages clients to tell their friends
  • Encourages your COIs to tell their clients
  • The shredding truck charges by the hour, not by volume
  • Promote it in the community as a “Green Event”
  • It is not very expensive
  • Partner with the shredding company – You are promoting them too
  • Create a press release for the event and get it in the newspapers
  • Make it a “Community Shred”
  • Leverage “Earth Day”
  • It should be easy to find sponsorship that may defray some of the cost
  • Invite local law enforcement to take part
  • Invite other community organizations to join you
  • Drive traffic to your website
  • Drive traffic to you

You get the idea.  An event that is easy to leverage!

Guide – Great client events can be fun, easy and not too expensive.

Action Item – Hold a Shredding Day in Your community on Thursday, April 22, celebrating the end of tax season and Earth Day.

© 2010 The Advisors Center, LLC – All Rights Reserved

Please leave comments to share with others by clicking the comment link below the title of this article.


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