Are you prepared for the questions new clients are likely to ask? Potential clients looking for a qualified CPA may have questions to ask before making the decision to hire you. You should be ready for any questions they may ask during the vetting process.
2. 2
Are you prepared for the questions new
clients are likely to ask?
Potential clients looking for a qualified CPA may have
questions to ask before making the decision to hire you.
You should be ready for any questions they may ask
during the vetting process.
3. 3
Popular questions include everything from your basic
services to how you can save potential clients more
money next year.
If you have an answer ready for every question,
your potential client will be more likely to
trust and rely on you.
4. 4
Do you have a PTIN
(Preparer Tax Identification Number)?
Savvy taxpayers know CPAs must have a current PTIN to prepare
federal tax returns. Be ready to answer this question by showing a
client this number upon request. If you don’t have one, they most
likely won't trust you with their financial information.
5. 5
How can you help me
understand my cash flow?
Helping to manage payables and receivables
with a comprehensive cash flow model is one
of the vital services you can provide to your
clients. Let them know how you can take on
the detailed task of projecting their cash flow
and bouncing back if they fall short.
6. 6
What is your history with preparing returns?
Anyone shopping for the right expert is looking
for someone with experience. Even if you have
only been a CPA a short time, you’ll need to
answer this question with confidence and
honesty. Be ready to explain any additional
credentials or related experience you have.
7. 7
Are you available year-round?
This can differ from firm to firm and even CPA to
CPA. Maybe your office is only available during tax
season, or maybe it is available year-round. Some
businesses may worry about this because they need
ongoing help. Whatever your availability is, be honest
about it and talk them through your availability.
8. 8
Do you work with clients who have
financial situations similar to mine?
Clients want to make sure their CPA understands their type of
business. Each business industry is different and has different tax
laws relating to them. The best way to answer this question is by
assuring them that you have worked with other clients in that
industry. If you haven't, talk about the ins and outs of tax laws for
your client's industry to build their confidence in you.
9. 9
What are some considerations we should
collaborate on in the long-term?
You'll want to answer this question by letting the potential client know
that you will work hard to get to know them and their business, and
that you will regularly keep them aware of the different factors that
could affect their bottom line. Be sure to ask if they would like you to
weigh in on the financial ramifications of their business decisions.
Working together will be key to a lasting business relationship.
10. 10
How much professional education
do you get annually?
Since the tax code and interpretations of it
change every year, be sure they understand
how much you value your continuing
education. Highlighting relevant qualifications
from continuing education, conferences,
volunteer work, and recent experience can
reduce friction in your sales process and
differentiate yourself from other alternatives.
11. 11
Are you a conservative or more
aggressive accountant?
You'll want to let them know what your approach is to taxes. If you
are the type that wants to write off everything you possibly can, let
them know. If you take a more conservative approach and look out
for more red flags that can trigger audits, let them know. You'll
want a client who believes in your philosophy.
12. 12
How do you bill for your services
and determine your fees?
Be upfront and clear about your costs.
Explain whether your fees are fixed rates, time
charges, or tiered based on complexity. Also
inform them how your rates may change from
this year to the next. Offer to look at your
client’s tax returns from last year and give them
a quote on the cost for you to file this year.
13. 13
Is timely service delivered?
Clients will want to know if you can meet their
needs in the expected timeframe. Give them
a realistic projected timeline of the services
you will provide for them.
14. 14
Do you think my tax payments are too
high, too low, or the right amount?
Your clients will want reassurance you are doing
everything you can to file their taxes fairly.
Let them know why you think their tax payments are too high, too
low, or just right. This will take an in-depth understanding of their
situation, so let them know if you can’t answer this question
accurately during a first meeting.
15. 15
What technology do you use?
The days of sitting down with a calculator and stack
of papers may be long gone, but that doesn't mean
every CPA uses the same tools. Explain to clients
what technologies you use to facilitate a closer, faster,
and more reliable work experience. Mentioning newer
technologies you use for collaboration, like cloud
storage, or your internal security protocols can let
clients know how serious you are about efficiency
and keeping their data safe.
16. 16
How can I lower my taxes?
To many clients, your primary job will be
lowering their taxes. While it may be too late
to do anything about the amount due for
the current tax season, tell your clients
about ways you can help them potentially
lower their tax bill for the upcoming year.
17. 17
While you may not be able to anticipate everything
clients will ask, this list of popular questions should get
you thinking about potential answers.
The better you understand your own skills,
experience, and capabilities, the more accurately
you can convince your clients of your expertise
and quality of service.