Elmer Fudd had a very difficult time differentiating between “wabbit” season and duck season; it’s probably why he never found Bugs Bunny. Knowing not only where and when to focus on referral marketing is the key to generating sales leads.
Every industry has its own particular work cycles. Real estate agents may work early mornings, architects may work all night, and accounting is seasonal.
Because tax season leaves accountants with absolutely no time for anything else, it’s important they recognize the off-season is actually open-season for relationship building.
Many CPAs are eager to relax after tax season and it is a well deserved decompression. When you get back though, it’s time to shake of those Bermuda shorts and start networking.
The first strategy should be to follow-up with your clients or add a profile to the small business directory. Many accountants fail to do this simple task and it can make a huge difference. Even just a short phone call can be the difference between being perceived as a close colleague or “that accountant” who reappears once a year when it’s time to make a sale.
A follow-up after tax season may also be a great opportunity to introduce tax clients to other, more robust services you may provide.
Don’t think of following-up as additional season of work; think of it as a day at the beach with your loyal clients.
Tags: CPA, Generating sales leads
