The current economic landscape is troubled, but there is actually lots of opportunity to develop your CPA practice. The key is to go beyond merely tax filing and into strategic financial planning.
Even though the economic picture may be hard, it is actually a great opportunity to get fresh business. The recession concerns everybody. Nevertheless, those fears are coupled with opportunity. Planning to meet with your business community, new sources of referrals and influential clients so that you can provide individualised services during this harsh economic climate can result in new business in addition to a rise in your billing rate.
One excellent way to begin with your customers is to arrange tax planning meeting sessions with them. Make sure to do this before the hectic tax season begins. Most professional CPA websites have calendar functions that can help with appointment setting. The uncertainty of the economy creates an opportunity to explain to your clients that their lives are dependent on impact planning. It has a direct impact on their future.
An important metric for the impact of successful tax planning is money. However, boosting the confidence of your client and giving them some hope is the real value. This provides a real competitive advantage for your business. The leadership you provide to your clients gives them real hope and confidence, and in fact increases their dependence on you. It will also help them manage day to day stress. Reducing stress can of course improve your clients' lives.
Tax planning effectively isn't just about minimizing the amount of taxes a client needs to pay over a period of time. Equally as important is investing and cash flow management. Estate planning can also be also a substantial part of effective tax planning. The real value of tax planning is in bringing order back to the life of a client. As a result, stress reduction and fear management will reduce negativity and helps increase the client's quality of life.
This type of planning session, when done properly, can have a great impact on your business in terms of clients referring their friends, family, and co-workers. It is a great way to set your CPA practice apart from the competition, increase your client base, gain referrals and for existing clients, expand your service engagements.
At the planning session, you should:
1) Listen to and validate the concerns about the current economy. You don't want to sound too optimistic or you will not seem realistic. Your client is not thinking optimistically.
2) Relate the client's concerns to their situation in particular. The recession affects everyone in different ways. It is not as effective to speak in abstract terms as it is to relate the economy to their particular situation.
3) You must be realistic. Everyone needs to file taxes, it is inevitable. This idea focuses the client's attention back on their life. It becomes less about the actual tax paperwork.
4) It helps to provide hope to your clients. One idea is to offer a CPA website reference library, that has coaching topics. This will aid you in providing a sense of direction for your clients and help to improve their lives.
Here's how to combine all of these points:
Keep in mind that everyone is feeling stress and anxiety about the economy, and the reality is that it will likely become worse before it improves. For clients with kids, this is especially hard. The responsibilities of parenthood are frightening enough even in the best of times. Offer your clients a little extra help this year, especially when they seem like they really need it. Sit them down and do a little strategic financial planning with them. Show them that no matter what the future brings they'll be able to adapt effectively.
Recessions are stressful. They bring with them uncertainty and anxiety. In order to make informed decisions, you must provide strong leadership for your clients. It isn't just about filing a tax return.
An easy and cost effective way to grow your practice's customer base is to conduct tax and financial planning with well-connected clients. This increases your profile in your community. Your customers will talk about you, telling their friends and family how your firm spent the extra time with them to help them manage their lives and their finances, not just filing their tax paperwork.
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