{"id":254,"date":"2016-04-14T15:13:13","date_gmt":"2016-04-14T20:13:13","guid":{"rendered":"https:\/\/taxprocenter.proconnect.intuit.com\/?p=254"},"modified":"2016-07-28T10:58:53","modified_gmt":"2016-07-28T15:58:53","slug":"warning-taking-a-break-after-tax-season-could-ruin-your-practice","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/warning-taking-a-break-after-tax-season-could-ruin-your-practice\/","title":{"rendered":"Warning: Taking a Break After Tax Season Could Ruin Your Practice!"},"content":{"rendered":"

You\u2019ve just spent the last 12+ weeks performing some of your best tax work for your clients, and no doubt your clients are equally impressed. But, just before you go on vacation, take this time to leverage the \u201chigh\u201d that your clients are on, in order to grow your practice over the next few months. Not doing so could cost you referral clients, which ultimately could cost you potential revenue.<\/span><\/p>\n

Here\u2019s how to ask for a referral:<\/span><\/p>\n

    \n
  1. Be direct:<\/b> This may be a bit of an oversimplification, but putting a statement such as, \u201cWe like referrals\u201d at the bottom of your client\u2019s tax prep invoice is not sufficient. This is entirely too passive and often overlooked by the reader. Instead, you should directly ask your clients for referrals by email, online or in person. Don’t feel sheepish about this! There\u2019s nothing pushy about it, and people won’t give you referrals unless you deserve them. In fact, getting a referral is the highest compliment you can receive.<\/span><\/li>\n
  2. Make it personal: <\/b>When asking for a referral, don\u2019t send a broad message to a bunch of people over LinkedIn or some other network. Instead, reach out to each client directly using the same means as #1 above: email, phone or in-person, after reviewing the final return. This may be a bit tedious, but studies show people are 41 percent more likely to respond to direct, personal requests.<\/span><\/li>\n
  3. Be specific:<\/b> A request for a referral taps into the memory reserve of your client. Studies show that the brain easily forgets information that is too broad or too overwhelming, but is more likely to recall information that is specific. In addition, it\u2019s much easier for clients to recall one or two people who could use your help versus \u201canyone\u201d who could use your help. So, when you ask a client for a referral, don\u2019t say, \u201cHey, do you know someone who could use my accounting services?\u201d Instead, say, \u201cDo you know one or two people like you, with XYZ needs, who could use my accounting services?\u201d Are you looking for high-net-worth individuals or mid-sized companies? Say so. The more personal the request, the more likely your request will be remembered. Plus, if you don’t tell your clients more specifically what you want, you’ll waste time pursuing leads you can’t use.<\/span><\/li>\n<\/ol>\n

    One thing to note here is that I highly recommend only asking your best clients for referrals.<\/i><\/b> Remember, you don\u2019t want to grow your practice at the expense of your happiness. Be sure to choose clients with personalities you enjoy working with, and be comfortable knowing that these may not necessarily be your highest paying clients.<\/span><\/p>\n

      \n
    1. Make it easy:<\/b> Don\u2019t just ask a client for a referral; make it easy for them to give you one. Remember that everyone is time-constrained. If giving you a referral takes extra time or causes a headache, then they won’t do it. Create something that can be easily accessed from a mobile phone or on social media (see ideas below).<\/span><\/li>\n
    2. Be repetitive:<\/b> Asking for referrals shouldn\u2019t be a one-and-done thing. Your clients meet new people all the time. Six months ago, they may not have known someone to refer, but today, they might. Create a calendar of the key times of the year when your services will be in demand and send referral request emails to your clients a few weeks before.<\/span><\/li>\n
    3. Follow up:<\/b> When clients send you a referral, thank them. A simple, handwritten note, flowers or a small gift are all great gestures. Whatever you do, don\u2019t give them a monetary gift such as a gift card, discount or money. According to Behavioral Economist <\/span>Dan Ariely<\/span><\/a>, non-monetary gifts help to establish community and a more natural reciprocity. Plus, you don\u2019t want your clients to feel as if they were paid for sending a referral your way, right?<\/span><\/li>\n<\/ol>\n

      Here are a few referral ideas:<\/span><\/p>\n

      Email:<\/b><\/p>\n