{"id":22952,"date":"2021-05-21T08:00:04","date_gmt":"2021-05-21T13:00:04","guid":{"rendered":"https:\/\/taxprocenter.proconnect.intuit.com\/?p=22952"},"modified":"2021-05-12T12:54:03","modified_gmt":"2021-05-12T17:54:03","slug":"how-to-cross-sell-services-in-your-tax-firm","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/how-to-cross-sell-services-in-your-tax-firm\/","title":{"rendered":"How to cross sell services in your tax firm"},"content":{"rendered":"

Whether you have a new employee fresh out of college or a seasoned tax professional with many years of experience, there is one role everyone should be prepared to do in a small firm: sales<\/a>. Indeed, from the administrative staff to the CEO, at some point, your team may be put in a position where they\u00a0have to\u00a0sell services, or even cross sell and upsell current clients.<\/p>\n

This is a crucial role for any business and one that needs to be developed. What can you do to prepare your team to sell services?\u00a0Here are a few helpful tips from our firm and how we have done it.<\/p>\n

Clarity of your services<\/b><\/p>\n

It\u2019s important that you build some sort of sales component into your training with all employees, ensuring that, at the very least, everyone on your team\u00a0is able to\u00a0speak knowledgeably and confidently about the services your firm provides,\u00a0even if they aren\u2019t the ones providing them.<\/p>\n

This may require you to do some more due diligence to truly figure out your firm\u2019s service package. If you can\u2019t clearly communicate it in simple and straightforward terms, then you shouldn\u2019t expect your employees to be able to do it, either.<\/p>\n

My father, Ford Baker, founder and owner of The\u00a0BaCo\u00a0Group<\/a>, owned his practice for more than 25 years before he realized that he needed help crafting his story and learning how to speak briefly, but clearly. He enrolled in a local chapter of Toastmasters to sharpen his communication skills, and he says it has been a game changer for him and his ability to pitch new business.<\/p>\n

Be forthright\u00a0<\/b><\/p>\n

Most clients will want to know that there is a potentially better service package you can offer them. Some can get very turned off by upselling, but you should realize that your clients are already sold on you and your firm. They trust you, and if you have an opportunity to improve your service package<\/a>, most will be interested. If there is an opportunity presented to do something new for a client, vocalize that with them.<\/p>\n

Have clear pricing\u00a0models\u00a0<\/b><\/p>\n

The\u00a0BaCo\u00a0Group has adopted a flat fee, value pricing model<\/a> for their clients, so adding on new services or updating engagement letters is quite simple. The client has a clear understanding of their financial obligations, and they don\u2019t have to worry about a price coming in higher than expected after the service is complete.<\/p>\n

If you have been thinking about moving to flat fee, now may be the perfect time. After 2020, business owners are\u00a0hungrier\u00a0than ever for reliable financial services. Moving to a\u00a0value-based\u00a0model can deliver the message that you and your firm are more concerned with the quality of service that you give them, rather than the quantity of service you give them.<\/p>\n

If you aren\u2019t looking to make that move, make sure that when you enter into an engagement with a new client, you have clear pricing\u00a0models,\u00a0so they have a general idea of what to expect and are not surprised by their bill.<\/p>\n

Invest in your\u00a0clients\u00a0<\/b><\/p>\n

Show your clients that you are willing to strive to continually improve your services. That can mean a variety of things, whether it’s solving some accounting file hosting issues for your clients, investing in workflow solutions that makes you more efficient, or simply providing more touchpoints with them throughout the year. Clients will notice if you are improving and constantly trying to outdo what you did last year. Adding value<\/a> to the relationship will make a client more willing to increase their services.<\/p>\n

Invest in your\u00a0people\u00a0<\/b><\/p>\n

Give members of your team the confidence to\u00a0take action. If you have younger staff, involve them in the sales process early on. Give your administrators the tools to answer questions and qualify leads, even if that means writing out a script with screening questions for if\/when a potential new client calls you directly.<\/p>\n

Having your staff feel as if they are valued and trusted will help them want to add value back into the firm. Give your team some room to have initiative for themselves and lead their clients.<\/p>\n

Selling requires initiative and requires confidence. In a small business, the whole team must be ready to grab an oar and help steer the ship. For firm owners, develop a sales plan, carve out roles, and invest in your people and your clients. Growth will come.<\/p>\n","protected":false},"excerpt":{"rendered":"

Sales may not be your primary trait, but it’s necessary in any tax and accounting firm. Get several timely tips from Will Baker on how you can cross sell services in your firm.<\/p>\n","protected":false},"author":144649018,"featured_media":22954,"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":[605132289],"intuit_collection":[],"intuit_series":[],"coauthors":[646041813],"class_list":["post-22952","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-grow-your-practice","category-practice-management","tag-marketing"],"header_image":"","yoast_head":"\nHow to cross sell services in your tax firm - 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\/how-to-cross-sell-services-in-your-tax-firm\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to cross sell services in your tax firm - Tax Pro Center | Intuit\" \/>\n<meta property=\"og:description\" content=\"Sales may not be your primary trait, but it's necessary in any tax and accounting firm. 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