{"id":10107,"date":"2017-10-05T08:00:09","date_gmt":"2017-10-05T13:00:09","guid":{"rendered":"http:\/\/taxprocenter.proconnect.intuit.com\/?p=10107"},"modified":"2021-10-06T16:12:45","modified_gmt":"2021-10-06T21:12:45","slug":"cross-selling-services-to-your-clients","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/cross-selling-services-to-your-clients\/","title":{"rendered":"Cross-selling services to your tax clients"},"content":{"rendered":"

If you\u2019re a tax practitioner and speak with others about your business, you\u2019ve probably been part of the \u201cclient count\u201d conversation. You know the one \u2026 colleagues boast about the number of tax clients they have: 300, 500, 1,000 and so on. If you\u2019re like me when I first started my practice, I found the number of clients others told me they had to be daunting and intimidating. I instinctively thought I was doing something wrong because I didn\u2019t do 300 individual tax returns a year.<\/p>\n

As I always do with a practitioner dilemma, I called my college tax professor\/mentor to discuss my issue. When we talked, he reminded me that it wasn\u2019t the number of tax returns you do; it was the value of the client, so determining the revenue per client was a more valuable metric. I think this number gets lost in our profession because of the focus on the number of clients we serve.<\/p>\n

Today, my focus is on increasing the average revenue per client, rather than increasing the number of clients. You do this by cross-selling other services to the same clients who need additional assistance besides tax preparation. This includes, for example, budgeting, tax planning, financial planning and possibly divorce financial planning<\/a>. Guess what? Your clients really don\u2019t want to pay another person and start a new relationship; you and your clients already have a relationship and you know all about their financial situation.<\/p>\n

The key to cross-selling services is the strength of the provider\/client relationship. Do your clients see you as their trusted business advisor<\/a>? Do they invite you to barbecues, parties or card games? It will be harder to sell clients additional services if your relationship is not strong. Personally, I subscribe to\u00a0Dunbar’s Number<\/a>,\u00a0which says it’s hard, if not impossible, for one individual to maintain more than 150 strong relationships. So, if you have 700 client relationships, how sound are they?<\/p>\n

When meeting with your clients, mention the issues within their financial plan that cause some angst for you as a practitioner, and explain why. With a solid relationship, the client will likely solicit your advice. This is your opportunity to\u00a0cross-sell additional services your clients need \u2026 and the keyword here is \u201cneed.\u201d Don’t sell them a Mercedes when all they need is a Ford. They will see right through this. You will not only lose the ability to sell additional services, but likely their trust as well.<\/p>\n

In order to cross-sell your clients additional services and increase your revenue per client, you must build an additional skillset other than tax return preparation and compliance. Once those skills are attained, begin building stronger relationships with your best clients. They will value your service and ability to guide them to the right financial journey. If successful, you\u2019ll have a profitable practice with strong relationships to create a high-value book of business.<\/p>\n","protected":false},"excerpt":{"rendered":"

Increase your average revenue per client rather than increasing your number of tax and accounting clients.<\/p>\n","protected":false},"author":125102266,"featured_media":10653,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"rkv_browse_by_id":0,"rkv_cta_id":0,"rkv_optimize_for_pagespeed":false,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"useModifiedDate":false,"customPublishDate":"","_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false},"categories":[507998780,116807],"tags":[],"intuit_collection":[],"intuit_series":[],"coauthors":[582953239],"class_list":["post-10107","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-grow-your-practice","category-practice-management"],"header_image":"","yoast_head":"\nCross-selling services to your tax clients - Tax Pro Center | Intuit<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/cross-selling-services-to-your-clients\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Cross-selling services to your tax clients - Tax Pro Center | Intuit\" \/>\n<meta property=\"og:description\" content=\"Increase your average revenue per client rather than increasing your number of tax and accounting clients.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/taxprocenter.proconnect.intuit.com\/practice-management\/cross-selling-services-to-your-clients\/\" \/>\n<meta property=\"og:site_name\" content=\"Tax Pro Center | Intuit\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/IntuitAccountants\" \/>\n<meta property=\"article:published_time\" content=\"2017-10-05T13:00:09+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-10-06T21:12:45+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/taxprocenter.proconnect.intuit.com\/wp-content\/uploads\/2017\/10\/tax-clients-e1535552634356.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"655\" \/>\n\t<meta property=\"og:image:height\" content=\"369\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Jeff Wilson, CPA\/PFS, CGMA, CFE, CDFA\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@IntuitAccts\" \/>\n<meta name=\"twitter:site\" content=\"@IntuitAccts\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Jeff Wilson, CPA\/PFS, CGMA, CFE, CDFA\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/taxprocenter.proconnect.intuit.com\\\/practice-management\\\/cross-selling-services-to-your-clients\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/taxprocenter.proconnect.intuit.com\\\/practice-management\\\/cross-selling-services-to-your-clients\\\/\"},\"author\":{\"name\":\"Jeff Wilson, CPA\\\/PFS, CGMA, CFE, CDFA\",\"@id\":\"https:\\\/\\\/accountants.intuit.com\\\/taxprocenter\\\/#\\\/schema\\\/person\\\/7b851fdfa85f80bee341e9b079de8bee\"},\"headline\":\"Cross-selling services to your tax clients\",\"datePublished\":\"2017-10-05T13:00:09+00:00\",\"dateModified\":\"2021-10-06T21:12:45+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/taxprocenter.proconnect.intuit.com\\\/practice-management\\\/cross-selling-services-to-your-clients\\\/\"},\"wordCount\":491,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/accountants.intuit.com\\\/taxprocenter\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/taxprocenter.proconnect.intuit.com\\\/practice-management\\\/cross-selling-services-to-your-clients\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/taxprocenter.proconnect.intuit.com\\\/wp-content\\\/uploads\\\/2017\\\/10\\\/tax-clients-e1535552634356.jpg\",\"articleSection\":[\"Grow your practice\",\"Practice Management\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/taxprocenter.proconnect.intuit.com\\\/practice-management\\\/cross-selling-services-to-your-clients\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/taxprocenter.proconnect.intuit.com\\\/practice-management\\\/cross-selling-services-to-your-clients\\\/\",\"url\":\"https:\\\/\\\/taxprocenter.proconnect.intuit.com\\\/practice-management\\\/cross-selling-services-to-your-clients\\\/\",\"name\":\"Cross-selling services to your tax clients - 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