Tax Practice News
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Considering offering tax resolution services? Here are three proven methods for attracting a steady stream of desirable clients:
Who is Your Ideal Tax Resolution Client?
The first thing you need to do is to determine who your target prospect is and what your prospect truly desires that only you can provide and to make sure they can pay the fees you want them to pay. You do this by figuring out what occupations they hold, what their hobbies are, what their ages are, are they predominantly male or female, what they earn, where they congregate online, what trade journals or publications do they subscribe to, what TV channels or cable shows do they watch, what radio stations do they listen to, etc. Bottom line: Know your potential client!
Give Them a Clear Reason to Contact you.
Next, you need to give your ideal target prospect from above a clear reason to contact you and to get this “reason” out in front of them. This “reason” or this “thing” is called a Lead Generation Magnet. This lead generation magnet is an incentive for the prospect to get in exchange for their contact information. This lead generation magnet can be delivered in various ways and media. For example, it could be a confidential special report that you physically mail the prospect, or you can make it immediately accessible via download from a website or landing page. It can be a video, DVD, CD, an EBook, etc. These lead generation magnets answers questions that your ideal prospect has swirling around in their head.
Some of those questions may include: Will I be forced to meet or speak with the IRS? Or, can I get the IRS to waive these ridiculous penalties? Another question that needs answering is how do I file all these delinquent tax returns when I don’t have any records or documents? Or, can I cut a deal to pay less than what they say I owe?
Why Should I Do Business With You?
Lastly, you need to give your ideal prospect a compelling reason to do business with you versus all the other options out there. To accomplish this you must identify what’s unique about you or your business. This is called your unique selling point or 'USP.' Everybody has at least one. Your USP, or compelling reason to do business with you, is the fuel for your “call to action." Your call to action tells/informs the reader exactly what you want them to do. For example, "call this phone number now," or "go to this URL now." Your USP must have very clearly defined benefits that prospects seek which can only be found in your services. For example, Fed-Ex’s USP is “When it absolutely, positively has to be overnight.”
When you get all three of these methods right, it significantly improves your chances of not only getting your marketing message in front of the right audience, but will also result in better, highly qualified leads, contacting you; which in turn will lead to more business.
Author Bio: Michael Rozbruch is a nationally recognized entrepreneur and is the founder of Michael Rozbruch’ s Tax and Business Solutions Academy™, and Roz Strategies ™ an eLearning, coaching and consulting services company that helps CPAs, Attorneys, and Enrolled Agents build highly profitable practices by helping them add lucrative Tax Resolution clients to their firms through proven direct response marketing systems and sales strategies. He also trains on how to manage the client relationship and knows firsthand how to run a best practice IRS Representation practice.