Very often many young entrepreneurs and some who
are in consultancy business for quite a long time but struggling for a good number
of clients asks about ‘how to increase my clients’. This article gives indicative
suggestions flowing which you can surely enhance the number of your client post.
Mostly the crisis of clients are faced by the young
entrepreneurs who quits his/her regular job working for others in a company or firm
and starts their own consultancy firm having enough capital with them. Somehow with
their finance and accounts blessing and experience they manage to arrange capital
for their business set up. Next comes to develop the clients’ base. With good faith
and contacts through the previous companies some clients flows to their new establishment.
Let’s look one by one what you actually need to do to increase your client base.
1. Filing Tax Return Should Not Be Your Only
The largest volume of clients which any tax firm enjoy
is in tax return services. Using the tax return interview to gather information
is one of the most effective ways to provide benefits to your clients and you can
convert for other valuable services offered by you while increasing revenues.
2. Sending Free Newsletter and Other Update
The potential and probable clients’ addresses can
be googled or can be seen through any local directories of your business area. At
their address news letter can be send mentioning some basic tips and tricks of tax
management, important forthcoming dates. Not necessarily all they will respond this
is just to show your presence in the field and definitely they will contact you
whenever they need you.
3. Prepare and Update the Tax Calendar followed by Marketing
A monthly calendar will be helpful in contacting
your clients and your marketing executives can act as per calendar. This monthly
calendar can be about important dates and season pre tax return filing dates, budget
season, taking new registration etc. Based upon these dates and function marketing
calendar can also be designed. Model tax calendar is the key word here.
4. Equipped with Client Management Software
As now the accounting practices has become paperless,
more mobile, techno-freak may name cloud even, you are required to be equipped with
‘client management software’ (CMS). It eliminates repetitive data entry, includes
calendar sharing and proper client interaction. The project of client can be handled
easily and in an organized manner with future tracking and accessibility system.
It helps in generation of personalized client letters and e-mail. Customized invoice
can be prepared with auto pdf conversion and attaching to clients e-mail or saving
it to clients’ portal. All this will enhance your credibility thereby increasing the
number of clients. ProSeries, Reuters-Practice CS, ImagineTime, CCH-ProSystem, Practice
Management Software are few to name among the available CMS in market.
5. Share before you sell
Inform clients of your capabilities in a way that makes
them confident that you are there to help, not simply to make a sale. Basic information
can be provided free of charge which will develop confidence and a good passion with
your clients. Based upon their previous returns and meeting note suggest some new
ideas which later may convert into new business horizon both for your client and
you. If the client requires special expertise, you can recommend other professionals
in your firm to perform additional consultations
6. Referral Incentives
Never miss to appreciate an individuals or an
who favours you in increase of your clients in any way. Developing good relation
with other professional will definitely create a new stream of referrals. Always
reward both referrals and clients in order to develop a long relationship and
7. Member of Local Chamber of Commerce and
other relevant bodies
Never fail to get the membership of local chamber
of commerce or any other related bodies and societies. Please make sure the directory
of such bodies includes your business address. It helps to refer you in case they
require your services. Attend meetings and activities to increase your public relationship
of different profession.
8. Organizing seminar and symposium
Organize seminars and symposium about the latest
development of government policies, changes in regulations and act. Information sharing
meeting will develop a brand imaging with a fruitful business in future. A database
of potential customer attending the seminar can be contacted through follow-ups by
sending newsletters and periodical e-mails. Annual financial planning seminar may
yield some big projects if you can convince about your service to the attendees.
9. Post Business Relationship
Your relationship with clients should never be restricted
to business. This will go other way sooner, business not only with clients. Ultimately
results you with some new clients. The existing clients require emotional bondage
to move forward. This is the new curriculum which is being taught to mangers in
10. Add-on Services
1/5th of your stable clients may be approached
to provide add-on services. Additional services may not be your core business but
it can fetch you some additional revenue adding value to your balance sheets.
Above all, “In business ebbs and flows are normal.
Just make sure your energy focused on key activities that move you forward stability”
says Pamela Sim, business coach and author of Escape from Cubicle Nation when asked
about the topic while writing this manuscript.
Contact author @rabishchandra
(*The views expressed herein
are the personal views. Author shall not be responsible for any loss or damage,
if any, in any manner whatsoever).