We are all creatures of habit, comfortable doing things the way we always have. It worked before so it must be the best way. That may be true, but if you explore a little you might find another way of doing things. If it tests successfully, then you will at least have an alternative, and maybe even a better and more efficient way. Let's look at three examples with regard to attracting new clients.
Part of your practice is advising delinquent taxpayers. Over the years, you have gotten most new clients from referrals. What's diifferent now that you should know about? There are 18 states and the District of Columbia that maintain some type of list of delinquent taxpayers on a Web Site. For example, the Wisconsin Department at dor.state.wi.us/html/delqlist.html posts detailed information about delinquent taxpayers if they owe more than $25,000 and it is unpaid more than 90 days after all appeal rights have expired. It doesn't post taxpayers who have entered into an installment agreement, submitted a complete petition for compromise, or filed for bankruptcy. The delinquent taxpayers are arranged by name, city with their last mailing address, the type of tax involved, and the amount owed. Why not incorporate that information into a marketing initiative? Of course, that information is also invaluable for any accounting firm in completing a due diligence of an existing or potential client.
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