{"id":54437,"date":"2024-07-01T08:00:00","date_gmt":"2024-07-01T13:00:00","guid":{"rendered":"https:\/\/taxprocenter.proconnect.intuit.com\/?p=54437"},"modified":"2024-06-20T09:38:44","modified_gmt":"2024-06-20T14:38:44","slug":"maximize-revenue-without-chasing-new-leads","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/maximize-revenue-without-chasing-new-leads\/","title":{"rendered":"Maximize revenue without chasing new leads"},"content":{"rendered":"\n

One of the greatest challenges many tax and accounting firm owners face is the need to generate new leads.<\/p>\n\n\n\n

But what if you could increase your firm\u2019s revenue without <\/em>having to constantly find new clients?<\/p>\n\n\n\n

What if you could generate more revenue from current<\/em> clients, or even from people who have said no<\/em> to working with you in the past?<\/p>\n\n\n\n

There is a way to do this, and it\u2019s actually incredibly simple: Following up.<\/p>\n\n\n\n

A solid follow-up system will eliminate 90% of the time-wasting strategies you may have been doing, while enabling you to build lasting relationships, provide lifetime value to your clients, grow revenue<\/a> for your firm, and maximize your marketing efforts<\/a>.<\/p>\n\n\n\n

5 reasons why follow up matters<\/strong><\/h2>\n\n\n\n

#1: It builds trust<\/strong><\/p>\n\n\n\n

Trust is the foundation of any relationship, including the ones you have with current clients and new prospects. Nobody wants to work with someone they don\u2019t trust! When you follow up, you create genuine connections and allow people to get to know, like, and trust you\u2014and see you as a trusted advisor.<\/p>\n\n\n\n

#2: Finding new leads is expensive and time consuming<\/strong><\/p>\n\n\n\n

Following up can take a little bit of time, but it doesn\u2019t require the kind of money or time on the front end that organic marketing and paid advertising does. Plus, reaching out to people who already know, like, and trust you will give you MUCH better results and return on your investment!<\/p>\n\n\n\n

#3: It can make you lots of money<\/strong><\/p>\n\n\n\n

Did you know that 80% of successful sales<\/a> take at least five follow ups? If you\u2019re like most firm owners, you’ll give up after hearing just one “no!” That means a LOT of missed opportunities and money left on the table, but there are many reasons why someone says no to working with you. Following up ensures you are always top of mind. It keeps you in contact with prospects who may just not be ready yet and keeps lines of communication open with current clients so you\u2019ll always know exactly what services they need.<\/p>\n\n\n\n

#4: It will make you stand out<\/strong><\/p>\n\n\n\n

Most firm owners will never follow up with old leads or have minimal contact with their current clients. Just by taking the initiative to make contact, you\u2019re already making an impression. When you follow up consistently, people will know that you truly care.<\/p>\n\n\n\n

#5: It\u2019s easy!<\/strong><\/p>\n\n\n\n

Following up is incredibly simple, and once you have a follow-up system in place, you\u2019ll save time, money, and the stress of feeling like you constantly have to find new clients.<\/p>\n\n\n\n

3 groups for follow up<\/strong><\/h2>\n\n\n\n

There are three groups of people that should be on your follow up list:<\/p>\n\n\n\n

#1: Potential partners\/referrers<\/strong><\/p>\n\n\n\n

Sales karma is real! Building relationships with peers that do what you do, or compliment what you do, increases your value, and provides a support network and lifeline for your firm. Like the saying goes, your network is your net worth!<\/p>\n\n\n\n

After you meet a new referral<\/a> partner or someone who may be a referral source for you, send a text, email, or thank you card. Schedule regular follow ups or send regular communication every 30-90 days.<\/p>\n\n\n\n

#2: Prospects and potential clients<\/strong><\/p>\n\n\n\n

If someone says NO to working with you right now, it almost never has anything to do with you \u2026 but you want to be on their mind when they are ready to say YES. Following up also continues to build the trust and familiarity that is required for someone to want to work with you.<\/p>\n\n\n\n

The KEY is to provide value. Send information every 30-90 days that is relevant to their situation or may find interesting based on what you know about them. This is NOT about closing the sale. It\u2019s about providing value, continuing to build rapport, positioning yourself as the expert, and staying top of mind.<\/p>\n\n\n\n

It\u2019s important to note that not every prospect is worth following up with. Consider moving on if someone isn\u2019t your ideal client, or they are just price shopping or keep asking for discounts. Trust your gut and don\u2019t follow up with someone you know isn\u2019t a good fit.<\/p>\n\n\n\n

#3: Current clients<\/strong><\/p>\n\n\n\n

Checking in regularly with current clients is NOT just a nice thing to do; it is an opportunity to go deeper with them, and find out more about what they need and want from you. It\u2019s much easier and more cost effective to retain your current clients, and sell them new services because they already know, like, and trust you!<\/p>\n\n\n\n

Make it a point to regularly find out about any changes or new problems, and keep notes from all of your interactions. Be genuinely curious about your clients and ask strategic questions to find out about any changes or new problems. Some examples might be:<\/p>\n\n\n\n