Well, yes there are ways to avoid the “it depends, I don’t know, let me get back to you, blah, blah” and keep them interested enough to say “tell me more.”
- Retraining tax credits: $1,000/employee, so 100 employees = $100,000 tax credit
- Job tax credit: $1,000/new job, so 25 new jobs = $25,000 tax credit
- Investment tax credits: $1 tax credit/$1,000 new fixed assets, so $10,000,000 new manufacturing plant = $100,000 tax credit
- Backwards – Work backwards from your client’s Georgia income tax liability. If they have $50,000 in liability, they can utilize 50% with the Retraining Tax Credit (or $25,000). For example, if they have 25 or more employees and installed a new business-wide system, you may have an opportunity to help them with this $25,000 retraining tax credit.
- Forwards – Work forwards from the prospect’s planned expansion. If your manufacturing prospect mentioned that they are planning a $5,000,000 plant expansion, they may benefit with your assistance with this $50,000 investment tax credit (along with a cost segregation study and other services you can provide).
A word of caution: don’t forget to temper initial enthusiasm with disclosures of “it depends, subject to, upon approval, ifs, ands and buts…”
And remember — keeping your clients and prospects interested and getting them to ask for more information are great ways to start and build your relationships!