Tax Consultants-What does a tax consultant sell?_____________________________________________________________________-Who do they sell to (target groups)?_____________________________________________________________________-What factors do people care about when deciding which tax consultant to choose?_____________________________________________________________________

Call Opening Questions: Do you offer individual and small business

tax preparation services? I know that it’s different for individuals vs.

businesses, but if you don’t mind me asking, do you charge “per form” or “per hour” or a flat fee?

Will you (or the same person) work on a person’s return from start to finish?

Can you help someone who has lived or worked (for an extended period of time) in different areas and/or someone who has “duel status”?

Are you available year round in case of an audit?

Are you able to represent your client during an audit? Note: An Enrolled Agent (AE), an attorney, or a Certified Public Accountant (CPA) can represent someone during an audit

Tax laws are constantly changing…is there a way that you let clients know that your company is up-to-date on all of the most recent changes?

Generally speaking, what is your turnaround time when you prepare someone’s taxes?

Do you provide e-filing for your clients? Do provide references or testimonials if

asked? Do you offer evening and/or weekend appts.? Are you good about returning phone calls and

emails?Do your potential clients care about some of these points-if so, could we discuss in more detail?

Notes:_________________________________

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Confidential Property of Mike Centorani/Matchcraft, Inc. 2009

Tax ConsultantsNeeds Analysis Questions:

What are your most profitable/desirable types of clients (personal/business)? (possible headline)_________________________________________________________________________________ What % of your clients do these represent? What % would you like it to be?_____________________________________ _______________________________________ What other types of clients do you handle? Would you like more of any of these type of jobs?

(ex. Payroll, bookkeeping, financial planning, etc…headings)_________________________________________________________________________________________________ How many other preparers do you have? How many clients do they handle in a week (avg)?_____________________________________ _______________________________________ How many more clients (on average) could they handle in a week? (capacity)__________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average client worth? (ROI)__________________________________________________________________________________ WHY is your tax preparation company the best choice for someone? (subheadline)__________________________________________________________________________________ Have your tax preparerss gone through any type of training? Are they professional and

courteous?__________________________________________________________________________________ How far would you be willing to go for a client (or they come to you)? (other directories/reach)__________________________________________________________________________________ What other ways do you try to promote your company now? (continuity of ad messages)__________________________________________________________________________________ What is the main theme of your other advertising? Do you have any copies of ads I could look at?____________________________________________ _____________________________________

Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions