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TAX
NEWS & TIPS™
SINCE 1981 Your Client Newsletter 1-800-368-8477 
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TAX
NEWS & TIPS™
SINCE 1981 Your Client Newsletter 1-800-368-8477
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Portions of this article were published in the National Association of Enrolled Agents Nov/Dec 1997 EA Journal.
Try standing in your clients' shoes.
Like your clients, I'm sure you receive mailers from people you already do business with - contractors, stores, insurance agents, etc. You don't need to open the envelope to know it's some sort of advertising - junk mail -- "Come spend more money with us."
Now think how genuinely surprised you are when you receive useful information from someone without the advertising hook. Your clients are the same, and that's why a newsletter is different.
When you send your clients a newsletter, there's nothing to buy. The information is free. It may help your client save money -- lots of money -- and few things are closer to our hearts than money! Whether you suggest a way to get more value from a noncash contribution, or explain the pros and cons of the IRAs in the new Taxpayer Relief Act of 1997, there is no demand for a client to buy anything. The information has equal value whether the client returns to you or not, It's truly free!
When you send your clients a newsletter, you're no longer providing just a service - you're providing a service package which sends many positive messages to your clients:
Is this simply a rosy dream? No way. I began writing my own client newsletter in 1981, and I've received almost nothing but positive reinforcements to my argument that clients are surprised and pleased to receive an informative newsletter from their tax advisors.
Who Should Consider A Newsletter?
What Can A Newsletter Do?
The list is long, beginning with new client referrals. Just as you tell friends about a mechanic who does top-notch work or a hairdresser with a special eye for detail, a good newsletter will do the same for you. Your clients will want to tell their friends about the complete and thorough service you provide.
There are many other benefits. Consultation work comes in with every mailing. Clients call with their questions instead of saving the surprises for next year's appointment. Clients come better prepared for your meeting. Their questions are more concise. Your status as a professional is elevated.
Pass the letter out at professional meetings, local street fairs, even door-to-door -then listen for your phone to ring. Client loyalty rises dramatically. Many practitioners replace their business cards with the most recent issue of their newsletter. It doesn't just identify them; it demonstrates who they are.
What About Cost and Frequency?
Typically, each issue of a newsletter may cost between $0.50 and $1.50 per client, including postage. Frequency usually ranges from a year-end letter, to quarterly or monthly. Quarterly newsletter are a popular choice, and that means only three per year, because you see your client face-to-face in the first quarter. Average cost is $2 to $4 per client for the year. For the typical practice of 100-500 clients, you need only a few new clients to pay back your costs. If cost is an issue - a $5 increase in your tax preparation fee puts you ahead of the cost curve, and your client won't even flinch, because now they're looking for a service package.
What Letter in Best?
The letter you write yourself is best.
Unfortunately, the demand on your time and skill is
heavy.
Even after 16 years each 4-page issue I write requires 30-40 hours of intense work.
If you can’t afford the time (or if you lack the talent to produce a polished letter)
take a look at Tax News & Tips.
Contact Us for Samples.
When you receive the samples don't be the only one to read them -- ask a couple of clients to read them. Client response is the only worthwhile gauge.
1-800-368-8477 Fax
(858) 278-9327
Copyright 1997 Tax News & Tips™
7827 Convoy Ct. #403 San Diego,
CA 92111-1218
