I know that I can limit stress to a manageable level and provide a better service to my clients this coming tax season if I follow a few simple rules:
- Filter out price-sensitive people. Don’t engage with any person who asks about price in the first two sentences of their approach. For example, an acceptable approach would be: “This is ___. I have a small business ___. I heard about you from ___. I wonder how much you would charge to ___”, vs. an unacceptable approach: “I have a simple tax return. I’m calling around to find out how much you charge…”. I must actively listen for price sensitivity.
- Be efficient. Get an engagement agreement out fast by email and make it clear that work is scheduled “first come first served”.
- Maintain communications and be blunt. Communicate more frequently in short messages via text, phone and email. More short messages are better than a few long communications. Communicate my schedule. Don’t overpromise.
- Don’t under price. Aim for a middle-of-the-market pricing strategy with 1 tax client for every 3 offers made.
Tax business is challenging in that many do not recognize the serious nature of risks until it is too late. I can help address that risk, but only for people who recognize the issue to begin with.