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How to Turn People You Know Into Clients

As an accountant, you know that paying taxes is a part of everyone’s life. Plus, the majority of people need a CPA to help and guide them through their taxes. If this is true, why aren’t your friends and acquaintances turning into your clients when tax season comes along? If this sounds like something you’ve said before, take a look at the four steps that will help you increase your clientele - especially with people you already know.

1. Learn about their needs

The first step to turn the people you know into potential clients is to get to know them in a more professional way. Even though you don’t want to turn a casual conversation into a business meeting, just start asking them questions to learn more about them. Try to gather information about where they work, what they do, what their business plans are and how they’re planning for the future. By doing this, it will be easier for you to have an idea of the kind of help they need.

2. Talk about your job

When talking to your friends, share information about your work and what you do. If you have an interesting anecdote or something that might be beneficial to them, make sure to bring it up. Even though you don’t want to sound like a salesperson, there is nothing wrong with being proud of what you do and letting them know that you’re there to help.

3. Ask about their past experiences

If the people you know show interest in working with you, ask about their past experiences with other accountants before offering your help. By doing this, it will be easier for you to know what worked and what didn’t with them. Also, you’ll be able to offer a better service that will suit their needs.

4. Be straightforward

After following the previous steps, it is time to make an actual offer. Let the people in your circle know that you are interested in working with them and try to come to an agreement in reference of what each person needs. When working on the offer, remember the previous conversations you’ve had and involve these topics to demonstrate your interest and engagement.

Every year, Surgent presents a variety of webinars that help accountants stay up-to-date with the latest trends and develop new skills to improve personal and professional development. To attend a webinar and learn more about attracting new clients and other topics, visit

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