For those of you who offer tax planning services... During the sales call...
I’d like you to remember this rule of thumb...
The client IS NOT buying specific strategies.
Instead, the small business owner on the other end of the call is buying The Process & The Outcome.
Let me walk through an example.
Let’s use the Late S election as the specific tax savings strategy.
Most of the time, this strategy is added to quite a few small business owners.
I call this a “Workhorse strategy”.
But if you just end the sales call saying “I’m going to give you a piece of paper explaining the Late S Election Strategy”...
The client WONT want to move forward...
Especially with a hefty estimated price tag of $4500.
Instead, you must explain the process and the outcome, not the specific strategy.
What they are actually buying is a comprehensive review of:
1. Possible deductions
2. Legal entity structure
3. Retirement
4. Insurance
5. Potential loopholes
6. advanced strategies
7. TCJA
8. Niche specific strategies
The client is also buying a review of:
1. Previous year returns
2. current year returns
3. And a plan for the next years returns
In addition, included in the tax plan will be an estimated savings amount calculated on the same sales consultation.
Bundle that offer into a packaged fee of anywhere between $2500-9500 (depending on the clients specific situations and estimated savings) and now you have a comprehensive tax plan to offer to the small business market.
Want to dive deeper into the Tax Planning Sales Script and specific wording to close the deal?
Check out the AccountingTax.com 90-page Tax Planning Sales Script here:
AccountingTax.com/Enroll
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