As a follow up to my last blog post on running successful joint education events with CPAs and other professionals I want to key this week on more specific tips for following up after the event to capitalize on the momentum you’ve built with the CPA and more importantly, their clients.
There are a handful of things that I do after every event that I think make a big difference in the response I get from the CPA’s clients.
1. Appointment Confirmation Calls and Follow Up
After a workshop I always make it a point to call and follow up with all of the attendees, regardless of whether or not they scheduled an appointment. I want to give everyone a chance to ask any questions that may have come up since the event and also give them one more chance to take advantage of a free strategy session with me in the CPA’s office. While I give people a chance to sign up for a meeting at the event, I’m always amazed at the percentage of clients who will commit to a meeting with me after I take the time to reach out to them personally via a phone call.
2. Calling on Behalf of the CPA
When I call and follow up one additional thing I do that makes a big difference is to call on behalf of the CPA. (With their permission of course) Rather than calling as Brandon Stuerke of Golden Financial Group, I call as Brandon Stuerke on behalf of “insert trusted CPA Name.” While it may seem like a small thing, calling on behalf of the CPA allows me to leverage the trust the clients have in their CPA, which immediately causes them to drop any guard they may have up. Were I calling from a firm they are not as familiar with I’m confident I would not get the same warm response.
3. Running Appointments in the CPAs Office