plus 9 ways to meet more people.
by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor
referrals should be your greatest way of obtaining additional business and in particular tax services.
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referrals do not just come from existing clients, but can come from almost everyone you know. referrals are made by people who believe
- you will do the best job in that situation.
- you will be responsive to the client’s needs.
- you will return calls promptly and meet deadline.
- you will keep the referrer informed at every step along the way, if the referrer is another professional working on the conflict.
- you look for opportunities to bring in the other professional for additional necessary services; you don’t “shut out” the referrer.
- your demeanor will enhance the reputation of the referrer.
- your fees are reasonable for the project.
- you have competent staff assisting you.
- you do not embarrass the referrer.
- you try to reciprocate with a cross-referral as much as possible.
accountants as referral sources
- easier to meet
- look for opportunities to cross-refer
- almost every accountant has a client who will need at some point a sophisticated tax expert in a given area.
how to meet referral sources
- you have to be out there.
- go to association meetings.
- join organizations and become an active board member, volunteer to be on committees, attend golf outings they sponsor and stay for the awards and buy extra door prize tickets so you will win something, and if you win a foursome – invite them to join you. ditto if you win sports tickets.
- give speeches.
- be seen and have people expect to see you if they want to ask a question where they won’t feel an obligation to use you, although that might be why they are “fishing” with you.
- call someone you want to meet, introduce yourself and ask if you can stop by for 10 minutes, buy them breakfast or lunch, or invite them to one of your firm’s events.
- join networking groups, or start one.
- make yourself an expert on a narrow but essential facet of taxation (such as fbar, employee compensation, stock options, collection matters when it appears there is no hope, law firm taxation, insurance brokerage taxation, construction contractors, stock traders) and offer free breakfast meetings or lunch and learns. make the topic a must-know so they must attend.
- organize speaking programs for your target group.
very important tip
- ask for a referral. do not assume they know what you want.