Right now, work is coming in the door at a pretty steady pace. You could bury your head in tax returns and come up for air after this year\u2019s deadline \u2013 after all, that\u2019s what most tax preparers do \u2013 and then spend the rest of the year worrying about where new business will come from.<\/p>\n
A better approach would be to search for new clients right now \u2013 and truly set yourself apart from your competitors. I know that time is a precious commodity during busy season, so here are a few ideas to help generate leads, without requiring you to give up much more sleep.<\/p>\n
Ask for referrals. <\/strong>Since you\u2019ll be seeing, or talking with, a majority of your tax clients, ask for referrals while the exceptional service you provide is fresh in their minds. People like helping others, so they\u2019ll help you, too. Don\u2019t assume they automatically will tell everyone they know about you because they probably won\u2019t. You should work \u201cthe asking\u201d into your process with something as simple as:<\/p>\n \u201cI appreciate the confidence you have put in me the past X years. I\u2019m looking to grow my business and want to see if you know someone who could use my services.\u201d<\/em><\/p>\n And, you could be more specific\u00a0by, for example,\u00a0asking for a precise type of buyer, such as a physician or engineer. This will make it easier for people to think of names to share. It also helps you be more strategic about the business you\u2019re growing.<\/p>\n What\u2019s the worst that can happen, other than your client saying \u201cno\u201d? It\u2019s not the end of the world, and it\u2019s not the end of your relationship. It\u2019s probably because of their own fears and nothing you did. Never take it personally.<\/p>\n Launch a referral contest. <\/strong>If you\u2019re uncomfortable asking for referrals, consider running a contest. Be creative because the options are endless.<\/p>\n How it works: You\u2019ll enter your clients into a drawing for each referral they give you, and then pull one or more names on a specific date and hand out the prizes. The prizes need to be enticing, but realize it\u2019s not the biggest draw for participation. Most will take part because you asked. Run the contest with signs in your lobby, an email to your clients, a social media share, a line in your email signature or a combination of any of those ways.<\/p>\n