We call this time of year “busy season” for a reason – everyone in the firm is exceptionally busy as we approach the corporate deadline, churning out the tax returns and financial statements for our valued clients. However, be mindful that busy season can also present additional marketing opportunities that will lead to new business after busy season.
- Value Add. This is a good time to work on becoming our client’s trusted advisors. Make value added recommendations while we are at their offices. Ask them what the 5-year plan is for their business’ growth and development. Ask them what keeps them up at night, or what issues have been plaguing them lately. With this information, we can help them achieve their goals and solve their problems. We should get client contacts signed up for applicable firm newsletters, tax tips, seminars, thought leadership alerts, etc. This will provide contacts you’re working with information that will help them beyond busy season.
- Ask for the referral. Once you have a great client relationship, let them know you enjoy doing their work. Clients are your best sales people – they already believe in our firm and our abilities.
- Don’t forget referral sources. Call a couple of your top referral sources to touch base and say hello. Mention there might be clients they have whom you’d like to meet and vice versa. Set up a lunch to talk about co-business development efforts. Hey, everyone needs to eat no matter how busy they are! They will be impressed you took the time to call them during busy season. Remember, you are helping them as much as they are helping you.
- Client Service. Nurture our client relationships and let them know how important they are to our firm. Don’t just assume they know this – tell them. When appropriate, ask them if there are things we could be doing better. Client service and strong relationships with our clients are critical to the future of our firm. If you find it helpful, ask your office marketing coordinator for a copy of the “Client Assessment Checklist.” It’s a great tool to use to facilitate a conversation with your clients, discovering needs or problems they might have that you are not aware of, but can certainly help solve (or someone in the firm can help you solve).
It is so important (and easy) to stay in front of clients and prospects during these next few months. With just a little time each week, it is possible to turn busy season into marketing season!