We are searching for a wide range of tax experts to be interviewed for TaxConnections upcoming podcast series. TaxConnections will be conducting Spotlight Interviews with tax professionals on their areas of tax expertise. When you are presenting your tax expertise to people searching for it, you must speak to a steady stream of prospective clients in a language they prefer. The biggest mistake tax professionals make in selling tax services is understanding taxpayers have a preferred way you need to communicate with them. If you know anything about NLP communication, learn the following: Neuro-linguistic programming (NLP) is a pseudoscientific approach to communication where you learn people have preferred way of receiving information.
As examples, I will illustrate this in the way I must communicate with my three sons all in a different way. My eldest son is an auditory learner and uses words like hear, listen, sound. He will say things like 5 years ago I heard you tell me about the sounds of woodpeckers you heard in the woods growing up in Upstate New York. When communicating with Skye I know if I need to get a point across to him that I should start with the word “Listen” since this will catch his attention. Listen to the words a person is saying to identify if they prefer auditory communications. Therefore, it is important to have an auditory message to communicate to audiences who prefer to listen and hear what you have to say in a podcast. Podcast listeners are the best way to reach prospective clients who prefer auditory communication messaging. We will interview you in our podcast.
As a second example, another one of my three sons is an identical twin to his brother. One twin Forrest prefers to communicates in a language that is visual and will use words like see, look, visible, image, etc. When I speak to Forrest I will use words like I would like you to look at this. He remembers information best when he see it written down or on a screen. He is the one looking and reading information on his scientific interests. You will need to show a prospective client who are visual learners something in writing before they are ready to make a decision on your services.
My other twin Hunter is more kinesthetic or tactile learner. He will use words like feel, experience, participate, and explore. He likes to have the experience while learning. For anyone who teaches, this is typically the student who is asking all the questions and loves to interact with the group. These folks are easy to spot. They are also the type of person who are more touchy when meeting people. When I want his attention, it is best to touch his hand to get it. The kinesthetic words are very effective as well.
The point of this article is for you to learn you will not get the attention of new clients unless you connect with them in their preferred communication style. We all communicate using these styles but we have a primary communication style we prefer to communicate and a secondary communicate style.
Another aspect of communication is some prefer when asked the time… you tell them the time and get to the point. These communicators are very short with you so get to the point quickly if you want to keep their attention. Yet when you ask others for the time, they will tell you how to build the watch. These folks prefer a lot of detail and information and if you do not provide them the detail they want, you will lose their attention.
TaxConnections is about finding leading tax experts and resources around the world. We invite you to become a TaxConnections Member. We want to help you connect with an audience interested in your tax expertise.
Please contact podcast@taxconnections.com to be interviewed in one of our upcoming Spotlight Interview podcasts promoting your tax expertise. 858.999.0053
Kat Jennings provides internationally recognized executive search services to organizations searching for talented tax professionals. Kat been retained by organizations worldwide to locate tax executives with highly specialized tax knowledge and expertise. She has a thorough understanding of the tax business community and a proven record of stellar performances for clients.
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