{"id":8238,"date":"2017-05-11T08:00:15","date_gmt":"2017-05-11T13:00:15","guid":{"rendered":"http:\/\/taxprocenter.proconnect.intuit.com\/?p=8238"},"modified":"2018-09-14T09:32:59","modified_gmt":"2018-09-14T14:32:59","slug":"5-ways-to-engage-clients-after-tax-season","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/client-relationships\/5-ways-to-engage-clients-after-tax-season\/","title":{"rendered":"5 Ways to Engage Clients After Tax Season"},"content":{"rendered":"

Engaging your clients during tax season is second nature. As we work hard to serve our clients\u2019 needs, the phone calls, meetings, emails and text messages consume us. In the months and weeks leading up to the deadline, we know what we need to do. There\u2019s a process we follow, procedures to guide us and a tempo we ride all the way to the tax deadline. It\u2019s all too familiar, but how do we continue to sustain visibility, add value and win more work outside of busy season?<\/p>\n

Provide Value and Build Confidence<\/strong><\/p>\n

Depending on your firm\u2019s service philosophy and approach to articulating value, there are a host of strategies and tactics you can execute year-round to increase your revenue while nurturing relationships and building trust. The idea is to provide value beyond the compliance work so that you make yourself indispensable.<\/p>\n

Value is subjective, so a one-size-fits-all approach isn\u2019t going to work. You must understand how your clients want to be engaged and what they value most. Price your work accordingly and deliver on what you promise.\u00a0<\/strong><\/p>\n

Take the 360-Degree Approach<\/strong><\/p>\n

The most successful advisors who make themselves relevant year-round take a 360-degree approach to serving their clients. They look beyond their core compliance services to find solutions for clients in areas beyond tax, including operations, human resources, strategy, information technology, industry updates and financial, just to name a few. If you or your firm cannot provide the service or solution, make a referral; you\u2019re still providing value. Always keep the client\u2019s best interest at heart. Once you\u2019ve adopted the right mindset, you\u2019re ready to engage your clients throughout the year. Here are a few tips to keep the relationship moving forward:\u00a0<\/strong><\/p>\n

    \n
  1. Strategy Meetings: <\/strong>Companies must immediately seize opportunities while simultaneously planning for the future. Business owners don\u2019t want to wait to hear from you. Understand their goals and objectives, along with learning their business, so that you can be a more effective advisor. Take a proactive approach to help your clients plan for events that may play out in months and years to come. Issues, such as estate planning, succession planning, buy\/sell agreements and tax strategy, are all good cross-selling opportunities. Sell the idea of quarterly, bi-annual or annual strategy sessions \u2013 and charge accordingly.<\/li>\n
  2. Keep Them Informed:<\/strong> Informational updates, regulatory, governance, legislative or industry-specific guidance are great ways to stay visible with your clients throughout the year. It\u2019s not just about subscribing them to your newsletter and forgetting about it. If there\u2019s a particular issue that\u2019s going to impact them or their business, tell them how (potentially) and what steps they can take. Do the heavy lifting for them \u2013 and \u201cheavy lifting\u201d doesn\u2019t have to be non-chargeable time if you structure your engagement to be more consultative in nature. Set the expectation that this type of information is part of your value offer; your clients will see that it\u2019s worth their investment.<\/li>\n
  3. Make Introductions: <\/strong>As accountants, we meet entrepreneurs and business leaders on a daily basis, and we often see potential synergies between clients and our contacts. Making thoughtful introductions that provide value to both parties is a great way to build value in the relationship.<\/li>\n
  4. Send Invitations: <\/strong>Keep your clients in mind for firm events, or invite them to lunch, mixers, open houses, seminars and recreational activities. Less formal occasions are terrific opportunities to get to know your clients on a personal level. When clients like you personally, they are more likely to maintain loyalty.<\/li>\n
  5. Participate in Social Media: <\/strong>Engaging clients in our fast-paced world of e-commerce and new technology is critical to relevance. If you\u2019re not in the communities<\/a> (online) that your clients are in, then you\u2019re not top of mind. Just remember that if you\u2019re not willing to be on LinkedIn, Facebook, Twitter and other social media, be prepared to accept that your competitors might be.<\/li>\n<\/ol>\n

    The most important thing to remember is to always offer value with each touch. It\u2019s not about bombarding your clients with a large frequency of requests, newsletters and emails! It\u2019s more about making yourself an essential part of their decisions and strategies by being aware of their needs so that you can be there at the right time and ready to assist. If you demonstrate that your clients are on the top of your priority list, you\u2019ll be at the top of theirs.<\/p>\n

    Editor\u2019s note<\/strong>: For more on growing your practice, check out the ProConnect\u2122 Tax Pro Center article, \u201cHow to Grow Your Referrals During the Off Season<\/a>.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

    Engaging your clients during tax season is second nature. As we work hard to serve our clients\u2019 needs, the phone calls, meetings, emails and text messages consume us. In the months and weeks leading up to the deadline, we know what we need to do. There\u2019s a process we follow, procedures to guide us and<\/p>\n","protected":false},"author":113755654,"featured_media":8239,"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":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false},"categories":[561584],"tags":[646041692],"intuit_collection":[],"intuit_series":[],"coauthors":[509474249],"class_list":["post-8238","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-client-relationships","tag-firm-of-the-future"],"header_image":"","yoast_head":"\n5 Ways to Engage Clients After Tax Season - 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\/client-relationships\/5-ways-to-engage-clients-after-tax-season\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"5 Ways to Engage Clients After Tax Season - Tax Pro Center | Intuit\" \/>\n<meta property=\"og:description\" content=\"Engaging your clients during tax season is second nature. 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