Sell it

You heard a signal. Here is how to pitch it, follow up, and get it signed.

Pitch it in two minutes

Use it in the meeting, or right after you hear a signal. Click a step to see what to say.

STEP 1 OF 4 · SAY SOMETHING LIKE

"You mentioned you just hired a rep in Massachusetts."

Why it works: Tie it to something they said. It shows you were listening, not selling.
STEP 2 OF 4 · SAY SOMETHING LIKE

"Once you pass a certain level of sales in a state, or have people or inventory there, that state expects you to collect and file. Penalties stack up quietly."

Why it works: Plain words. No statute numbers.
STEP 3 OF 4 · SAY SOMETHING LIKE

"We can run a quick nexus check and show you exactly where you stand. Takes about a week."

Why it works: Offer a small first step, not the full service.
STEP 4 OF 4 · SAY SOMETHING LIKE

"I'll send over a short note today. Can we look at results together next Thursday?"

Why it works: Put a date on it before you hang up.

If they push back

Common objections, and what to say back.

Most businesses don't, until a state notices. The lookback can go years, and it's cheaper to fix early.

Software calculates tax once you're registered. Someone still has to know where to register and file.

The check is a flat fee. If they owe nowhere, that's the end of it.

Thresholds are about sales into each state, not company size. Online sellers cross them early.

Follow-up emails

Ready to copy. Fill in the brackets.

Subject: A quick sales tax check on your expansion Hi [Client first name], You mentioned [trigger] on our last call. That kind of change can create a sales tax obligation in new states, and states expect you to register and file once it happens, whether or not you collected the tax. We can run a quick check across every state you sell into and show you where you stand. It takes about 20 minutes to connect your sales data. Would [day] or [day] work for a short call? [Your name]
1. Which states did you sell into last year, and roughly how much in each? 2. Where are your employees, contractors, inventory and offices? 3. Which platforms do you sell through? 4. Are you registered to collect sales tax outside your home state? 5. Do you sell to businesses that give you resale or exemption certificates? 6. Have you heard from a state tax agency in the last two years?
Subject: We now handle multi-state sales tax Hi [Client first name], More of our clients are selling across state lines, and every state has its own sales tax rules. Starting [month], [Firm name] will handle sales tax registration and filing for you. If you sell into more than one state, reply and we'll check where you stand. [Your name]
Subject: Introduction: [Client company] and [Partner] Hi [Client first name], As we discussed, I'd like to introduce you to [Partner], the sales tax platform we trust for this. They'll look at where you have obligations today and handle registrations and filings from there. I'll stay in the loop. [Partner contact], meet [Client name] from [Client company]. [Your name]

Propose and sign

After the nexus check, send the results with a proposal and engagement letter.

The proposal One page: what you found, what you recommend, and the price.
The engagement letter Locks in the scope, who does what, and how fees change.
Subject: Your sales tax review results and next steps Hi [Client first name], We finished your sales tax review. You currently need to collect and file in [number] states: [states]. We recommend registering in [states], setting up ongoing filing, and [if needed: resolving prior periods through a voluntary disclosure]. Our fee is [amount] for setup and [amount] per month for ongoing compliance. The proposal and engagement letter are attached. Sign and we'll start this week. [Your name]
Sample proposal
[Firm name] · [Date] Sales tax proposal for [Client company]
WHAT WE FOUND You have sales tax obligations in [3] states: [states]. Estimated past exposure: $[amount].
WHAT WE RECOMMEND
  • Register in [states] by [date]
  • Set up monthly filing on [platform]
  • [If needed] Clean up past periods with a voluntary disclosure
FEES
Registration$[amount] per state, one time
Ongoing compliance$[amount] a month
Voluntary disclosure, if needed$[amount] project fee
WHAT WE NEED FROM YOU Access to your sales data, and a connection to [platform]. First filings go out [date].
Sample template. Fill in the brackets.
Sample engagement letter
[Firm name] · [Date] Engagement letter: sales tax compliance
Scope The services, the states, and each return we will file, named by form.
Not included Income tax, audits, and new states unless you add them in writing.
Your part Accurate sales data, approval of each filing by its deadline, and telling us about new states, products or hires.
Fees The setup and monthly fees, and how new states or past periods are billed.
Tax and penalties The tax is yours. Who covers penalties caused by late or wrong information.
Ending it How either side can end the engagement.
Keep a nexus study as its own engagement. Good starting points: CPA.com's sample engagement letter for a sales and use tax nexus study, and the AICPA's tax engagement letter templates. Have your attorney or insurer review your letter before you use it.
Playbooks are educational and not tax or legal advice.