Thinking outside the box

I am often asked for examples of how our Fee Builder client alerts and monthly marketing material can be used to advantage clients and increase your practice fees. This week I was talking with one of my clients who runs an IT company. Here’s how our conversation developed.

His presented problem

Obviously I am not going to reveal my client’s name, lets call him James. James’ presented problem was how to engage with customers who had been wary – during lockdown – of investing in new IT equipment.

I asked if he’d seen my email – a client alert added to Fee Builder in March – that outlined the new “super-deduction”, 130% of cost written off against profits.

In his favour he had noticed the email but had not had time to read it.

My solution

We discussed the new relief for companies and he asked if I could adapt the alert so he could send one to his customers. He had a list of at least ten major clients that he thought would change their no-buy policy with the new tax-wrapper – 130% write off against taxable profits.

I made the changes he requested, took me perhaps 15 minutes.

James paid my bill

I’m a great believer in invoicing when the benefits for work charged is still fresh in a client’s memory. As a well-known development guru observed many years ago “invoice while the tears of appreciation are streaming down their cheeks”.

Within an hour of having our discussion, revising and resending the alert, my bill was paid.

Now waiting to see if the new tax incentive results in more orders for James. Watch this space for a future update…

Lesson learned – there may be more than one use for an idea

I bet that if you turned your mind to it, you could list a number of your clients that may be able to adopt this strategy to increase their sales. If you have our client alert, open it in Word and edit accordingly. If you have no time to do this email me and I’ll send you a copy of the document prepared for James.

Bob Edwards

Bob has been working with practices across the UK offering novel ways to improve cross-sales and increase new client acquisitions. He is also interested in "step changes" in legislation that offer challenges, and therefore opportunities, for practitioners to provide new recurring and one-off support services to clients.

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