Thursday, March 04 2021
How To Generate More Referrals From Your Database Of CPAs
CPAs are one of the most trusted advisors for a business owner; therefore, tax-season is the perfect time to develop a formal CPA strategy to help augment your 2021 sales.
Click on each link* below to learn how these payroll services are partnering with the CPA community.
*Click on the links above before the URLs are disabled.
The 5 Do's Of Working With A CPA.
#1. Do tell a CPA the things that make your payroll service unique in the marketplace.
#2. Do tell a CPA how you can reciprocate with referrals.
#3. Do tell a CPA about your revenue-share program (if appropriate).
#4: Do tell a CPA about easy access to their clients’ reports.
#5: Do share written testimonials from other CPAs in the area.
The 4 Don’ts Of Working With A CPA.
#1. You don’t want to compete with a CPA for accounting or bookkeeping services. If you do, it needs to be addressed with a formal non-compete agreement.
#2. You don’t want to be a nuisance (with phone calls) during tax season.
#3. You don’t want to expect a referral overnight as it takes weeks/month to gain a CPA's trust.
#4. Don't assume your salespeople are staying in contact with your database of referral partners as most salespeople give up way too early in the sales process.
Executive Summary: If you are an owner or a sales leader take a moment from your day and do the following:
P.S. #1: FACT: A CPA has the power to recommend you/your payroll service to dozens, if not hundreds, of business clients.
P.S. #2: The proposal close rate from a CPA referral is north of 75%; that's right 75%!