{"id":79097,"date":"2020-09-03t11:00:40","date_gmt":"2020-09-03t15:00:40","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=79097"},"modified":"2020-09-07t21:25:48","modified_gmt":"2020-09-08t01:25:48","slug":"your-sales-funnel-needs-systems","status":"publish","type":"post","link":"\/\/www.g005e.com\/2020\/09\/03\/your-sales-funnel-needs-systems\/","title":{"rendered":"your sales funnel needs systems"},"content":{"rendered":"<p><strong><a href=\"https:\/\/4f2bur4nuye2cgakm2rm61qk-wpengine.netdna-ssl.com\/wp-content\/uploads\/2015\/11\/plantfertilizedwithmoney_dollarphotoclub_84535654.jpg\"><img loading=\"lazy\" decoding=\"async\" class=\"alignright size-medium wp-image-45562\" src=\"https:\/\/4f2bur4nuye2cgakm2rm61qk-wpengine.netdna-ssl.com\/wp-content\/uploads\/2015\/11\/plantfertilizedwithmoney_dollarphotoclub_84535654-424x283.jpg\" alt=\"small potted plant fertilized with coins\" width=\"424\" height=\"283\" srcset=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2015\/11\/plantfertilizedwithmoney_dollarphotoclub_84535654-424x283.jpg 424w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2015\/11\/plantfertilizedwithmoney_dollarphotoclub_84535654.jpg 300w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2015\/11\/plantfertilizedwithmoney_dollarphotoclub_84535654.jpg 600w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2015\/11\/plantfertilizedwithmoney_dollarphotoclub_84535654-849x566.jpg 849w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2015\/11\/plantfertilizedwithmoney_dollarphotoclub_84535654.jpg 196w\" sizes=\"auto, (max-width: 424px) 100vw, 424px\" \/><\/a>because first, you need clients.<\/strong><\/p>\n<p><i>by jassen bowman<\/i><\/p>\n<p>if your experience is primarily in the tax return preparation arena, then you are most likely used to the service being what is referred to as a \u201clay down\u201d sale, meaning you really don\u2019t have to sell.<\/p>\n<blockquote><p><b>more: <\/b><a href=\"\/\/www.g005e.com\/2020\/08\/27\/how-tax-resolution-works\/\">how tax resolution works<\/a> | <a href=\"\/\/www.g005e.com\/2020\/08\/20\/4-tax-resolution-industry-flaws\/\">4 tax resolution industry flaws<\/a> | <a href=\"\/\/www.g005e.com\/2020\/08\/12\/need-a-new-service-line-consider-tax-resolution\/\">need a new service line? consider tax resolution<\/a><strong><img loading=\"lazy\" decoding=\"async\" class=\"alignleft size-full wp-image-49700\" src=\"http:\/\/4f2bur4nuye2cgakm2rm61qk.wpengine.netdna-cdn.com\/wp-content\/uploads\/2016\/08\/yellow_key_clip_art-e1375897299811-36p-hi-1-e1470686574894.jpg\" alt=\"goprocpa.com\" width=\"39\" height=\"16\" \/><span style=\"color: #b79c00;\">exclusively for pro members. <\/span><\/strong><span style=\"color: #b79c00;\"><a style=\"color: #b79c00;\" href=\"\/\/www.g005e.com\/wp-login.php?redirect_to=\/\/www.g005e.com\/2020\/09\/03\/your-sales-funnel-needs-systems\/\">log in here<\/a> or <a class=\"external\" style=\"color: #b79c00;\" href=\"http:\/\/goprocpa.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n<p>as an optional service that many people just aren\u2019t familiar with as an option, tax resolution actually requires a little bit of sales skills. i think it\u2019s important for you to have a handle on the key benefits that you bring to the table for potential clients.<br \/>\n<!--more--><br \/>\nthese also make good starting points for your marketing communications.<\/p>\n<ul>\n<li>your bbb grade and complaint history.<\/li>\n<li>we limit the amount of clients we bring on in order to service our clients with the \u201cred carpet\u201d treatment. this way you can have personal attention and not just become another number.<\/li>\n<li>we help businesses and individuals to resolve back tax liabilities through programs like payment plans, reduced settlements and penalty elimination.<\/li>\n<li>we can assist in stopping\/removing bank account levies, accounts receivable levies and wage garnishments.<\/li>\n<li>we work on both state and federal tax liabilities, both personal and business\u2026 or we specialize only in helping small businesses, <strong>like yours<\/strong>, resolve their irs payroll tax liabilities.<\/li>\n<li>we will resolve your taxes once and for all, so you can sleep at night.<\/li>\n<li>the longer you wait, the worse off the situation will get. allow [firm] to become your voice of reason.<\/li>\n<li>you do not have to feel as if there is no end in sight.<\/li>\n<li>we will help resolve your tax liabilities once and for all, so you can focus on the things that are most important in life.<\/li>\n<li>call us for your confidential and free consultation.<\/li>\n<\/ul>\n<p><strong>lead generation<\/strong><\/p>\n<p>without leads, you have nobody to sell anything to. leads become prospects, who in turn become clients. creating a steady lead flow into your practice, and having a systematic approach for following up with those prospects, is the single most important key to success in running your tax firm.<\/p>\n<blockquote><p>nothing, and i mean <strong>nothing<\/strong>, is more important to the growth of your tax firm than lead generation.<\/p><\/blockquote>\n<p>some tax, legal and accounting professionals get offended when i say this, and i\u2019m ok with that. but the harsh reality is that if you can\u2019t find people willing to pay you for your services, then you\u2019re going to starve. client acquisition is a skill that can be learned, and it\u2019s the single most important skill you can learn for living in a modern, market economy. the importance of this skill dwarfs the importance of any other skill set, qualification, license or degree you may have.<\/p>\n<p>i don\u2019t care if you have both an accounting degree and jd from the most prestigious university on the planet. i don\u2019t care if you have 30 years of experience. i don\u2019t care what alphabet soup you can put after your name. <strong>none of that matters one single bit if you can\u2019t attract paying clients.<\/strong><\/p>\n<p>now, to truly know this amazing critter we call lead generation, you need to understand a few of its component parts. the goal here is obviously to extract maximum value from your marketing efforts. so, let\u2019s start with the 80\/20 rule.<\/p>\n<p><strong>pareto principle<\/strong><\/p>\n<p>let\u2019s start with one of the most important ideas in business. most people are familiar with the pareto principle, even if they don\u2019t know it by that name. vilfredo pareto was an italian botanist and economist (among other things) who discovered the 80\/20 rule.<\/p>\n<p>pareto discovered that, within his garden, 80 percent of the peas that were produced came from 20 percent of the plants. once he had made this observation, his scientific inquiry led him to discovering a similar phenomenon within many other disciplines. in particular, he went on to study the wealth distribution in his city and found that about 80 percent of the wealth was held by about 20 percent of the people.<\/p>\n<p>in short, the 80\/20 rule states that 80 percent of your results come from just 20 percent of your efforts. in broad terms, an analysis of any business process will demonstrate a near similar ratio. for example, if you make a statistical analysis of your revenue sources, you will likely discover that 80 percent of your revenue comes from just 20 percent (or even less) of your clients.<\/p>\n<p>when we look at this from a marketing perspective, it becomes clear that we should focus on the 20 percent of marketing activities that generate those 80 percent of results. the same thing applies when choosing the services that we offer in our practices, the clients that we keep versus those we fire, etc.<\/p>\n<p>if you only have a limited amount of time during the day in order to do marketing, why not pick the things that are going to give you the biggest number of leads? it\u2019s not that you shouldn\u2019t be doing other things at the same time, but you really want to be focused on the things that give you the biggest bang for your buck and your time.<\/p>\n<p>i want to point out that often, particularly with marketing, it will look more like the 90\/10 rule, or even the 95\/5 rule. while no practice should ever rely on just one or two marketing methods to generate all of its leads, you will often find that one or two lead generation methods may produce almost all of your business. again, never rely on just these one or two methods\u00a0\u2013 always be testing other marketing methods. never rest on your laurels. but the reality is that just a couple of things will generate the majority of your leads.<\/p>\n<p><strong>multiple streams of prospects<\/strong><\/p>\n<p>in order to create a high-efficiency tax resolution practice that runs with as few people as possible but generates maximum revenue, you\u2019re going to need multiple streams of prospects.<\/p>\n<p>in other words, rather than just having one way to generate all of your leads, which is typical with many tax resolution firms, you\u2019re going to need multiple methods for generating qualified prospects. the more methods you have operating for putting people into your sales funnel, the more money you\u2019re going to make and the faster you\u2019re going to do it.<\/p>\n<p>there are countless methods for generating a few prospects here and there. the key is to use systems in order to have as many of those methods active at any given time as possible. that way, you have an unlimited number of prospects coming in. at that point, the demand for your services will be skyrocketing, and your supply will be limited only by your time and staff. it is at this point that you can raise prices, which creates a beautiful cycle.<\/p>\n<p>when you have only one or two lead generation methods in play at any given time, a lot of people become afraid of losing any one particular prospect. if you\u2019re doing so much prospecting because you\u2019ve got great marketing systems in place that are bringing in a nice steady stream of prospects through multiple channels, day in day out, then you can afford to dictate everything about how your practice operates, how you interact with clients, your fees, etc.<\/p>\n<p>the other beautiful thing about having multiple streams of prospects who are being generated by systems is that you can entirely avoid the \u201cfeast and famine\u201d cycles of doing business. you will never be starving for leads \u2013 never hungry for the next client. you will have no fear of loss of turning away clients who aren\u2019t a good fit for you, and you won\u2019t hesitate to fire pain in the ass clients who aren\u2019t paying you on time.<\/p>\n<h3>three m\u2019s of marketing<\/h3>\n<p>let me now introduce you to your new best friends in the world of marketing. these three new friends, when properly assembled, will make decisions much easier when it comes to allocating your marketing resources (time and money).<\/p>\n<p>the three m\u2019s are media, market and message. your message is what you are saying in your marketing. your market is who you are delivering that message to. the media is how you physically deliver that message to your market. see how the three work together?<\/p>\n<p><strong>media:<\/strong> this is the vehicle you use to deliver your message. a lot of times in direct response marketing, we are defining our marketing strategy based on the media we are using. for example, we\u2019ll talk about direct mail or internet <u>p<\/u>ay-per-click (ppc) as the marketing strategy, but this is actually a misnomer. direct mail isn\u2019t a strategy, it\u2019s simply the media.<\/p>\n<p><strong>market:<\/strong> you should have a really good grasp of what your ideal client looks like. you should have a very strong demographic profile of your ideal client. for example, if your ideal customer is between ages x and y, has a median income of z and has an average equity value in their home of x dollars, then you can very precisely define your market and purchase lists of people who match those criteria and who are also active buyers of products and services such as yours. you can also use that demographic information to target your media in order to select publications to advertise in or to buy mailing lists from other subscriber lists that match that demographic criteria.<\/p>\n<p><strong>message:<\/strong> i could spend 200 pages, if not more, covering just the topic of copywriting. it really is an entire skillset in and of itself. but what i will say about your marketing communications is that you must have congruency between your market and your message. what this means is that if you are marketing to affluent individuals in their 50s and 60s, you cannot talk slang to them as if you are marketing to 18- and 19-year-olds. it is a very different demographic, with very different use of language. you must ensure that what you are saying and how you say it matches the way that your target market communicates.<\/p>\n<p>the same holds true with the <strong>offer<\/strong> that you are going to make to them. whenever we talk about direct response marketing, the offer that you make is incredibly profound. it is a very important piece of the entire message puzzle. so, the offer that you make has to make sense for the target market that you are going after.<\/p>\n","protected":false},"excerpt":{"rendered":"<p><strong>because first, you need clients.<\/strong><br \/>\n<i>by jassen bowman<\/i><\/p>\n","protected":false},"author":2176,"featured_media":51695,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[1363,3120,2740],"tags":[],"class_list":["post-79097","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-featured","category-pro-member-exclusive","category-tax-resolution-services"],"acf":[],"yoast_head":"<!-- this site is optimized with the yoast seo plugin v24.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>your 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