marketing & sales

four ways to identify candidates for cross-selling.

by ed mendlowitz

the average tax return client thinks of accountants as being mainly involved in taxes. also, an accounting firm’s largest volume of clients is usually for tax return services. therefore, a good part of the public image of your firm must come from the tax department.

more: when time-based pricing works | the clients that got away | upselling made painless | boosting a fixed fee substantially | creative ways to retain staff | what cpas can learn from lawyers and doctors | advising cheapskates | getting bonuses from clients | be an accountant, not a salesperson for other things | when clients don’t know
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the tax department must be involved in:

• strengthening the firm’s brand and name recognition,
• getting publicity and
• introducing tax return clients to additional services.

unfortunately, many accounting firms provide very little guidance or training in this area.

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