Some accounting services can be tasked with the job of including tax information when making financial reports. No doubt the reasons for doing so can be numerous but at the same time important. However, if taxes are a reason for why you're pursuing businesses for accounting leads, the you have to be careful not to add to the headache they already have whenever taxes are involved.
Now taxes have been a grave subject matter since ancient times. It's been a source of many controversial debates and thus, it's either part (or even the main reason) why business owners tend to drive themselves crazy over it. On the more positive side, if your accounting services can help manage the information regarding taxes, then such skills can be a great selling point when you're trying to make sales out of your accounting leads.
That is, assuming you don't add to that headache yourself with your marketing efforts.
But how exactly does marketing your accounting services do just that? Well here are just a few ways:
- Too much content – Whether it's the content of your website, email, or even a business letter, if there's just too much of it for your prospect to read or digest, then you're not making things lighter for their minds.
- Excessive promotion – The opposite of excessive content. If all you're doing is calling businesses with the same telemarketing message then you're adding to the headache by presenting them the same marketing message over and over again.
- Inflexible appointments – Even after qualifying the lead, you give your prospect a hard time with bad appointment setting. Clashing schedules or inconvenient dates are yet another classic source of headache for any business professional.
What all three have in common is that they're not making things easier for the prospect. Your marketing strategies either overload their minds with too much information or you just make things even more inconvenient for them. Both cases can be enough to drive anyone crazy. The solution is to demonstrate how your services can make it easier for them handle their taxes while keeping it all easy on their minds.
- Simplify – When explaining your process, make it simple for them to understand. Leave out the things that aren't too relevant to the subject matter of how you include tax information in your financial reports.
- Listen more, speak less – It's cliché but having two ears and only one mouth should really be understood as a call to listen more to your prospects and speak only when what you say can help them with what you've heard.
- Accommodate their time, not yours – When setting up an appointment, always be accommodating. Consider your prospect's schedule above your own. They've already had enough to think about when it comes to their numerous taxes. Set the date at a time they are most comfortable with.
Overloading a prospect is already one of the common mistakes in marketing. How much more when your marketing message will discuss a problem that overloads them enough already? Don't make the problem worse and make your business as easy to understand as possible.