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Thursday, March 04 2021

How To Generate More Referrals From Your Database Of CPAs
By Glenn Fallavollita, President, SellMorePayroll.com | Drip Marketing, Inc.

  • Word Count: 383
  • Time To Read: 1.5 Minutes @ 250 Words Per Minute

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.

Read How Other Payroll Services Are Partnering With The CPA Community.

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:

  1. Develop a written sales/marketing plan AND budget that targets the CPA community.
  2. Create a series of metrics/reports to monitor your CPA/referral partner success. Remember, the troops do what the company commander monitors.
  3. Hold yourself AND your salespeople accountable for hitting targeted sales goals.

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%!

Posted by: SellMorePayroll.com AT 06:37 am   |  Permalink   |  Email