Internet Marketing – Why your clients want to pay you in advance -2

Mark Wickersham (UK):
Historically the accounting profession
has always given clients credit.  It
may be 30 days. It may be two months.
But we give credit.
I don’t know why.  Perhaps it’s that we
are in the service industry and feel we
should.
But guess what? Behavioral economics
says it’s not what customers want.
They actually want to pay upfront.  And
it makes sense for you too.
How it helps your clients too
But it’s not just about the benefits to
you – which in truth are pretty
obvious.
It’s also about the benefits to your
clients. Again I believe there are
four:
1.     Certainty
Paying you upfront gives the client
100% certainty as to what the job is
going to cost them. Unlike pricing by
time they know exactly what the final
price will be.
2.     The saliency effect
This comes from the field of price
psychology and behavioral economics. It
relates to the fact that the greater
the association of money coming out of
our pockets the greater the payment
pain.
Think about it.
Your client pays you in cash at the end
of the job.  It hurts. They can feel
the money coming out of their pockets.
Let them pay by card however and it’s a
whole different ball game. There’s a
breaking of the link between the
physical payment pain and paying on
card. It doesn’t hurt.
In fact it’s the
reason why we have escalating credit
card debt.
Suddenly the payment pain is reduced
and the willingness to pay is
increased.
Perfect!
(To be continued)
Also:
Your Pricing Journey (video training programme)

NEW programme from  the MASTER!

What you will learn
Here are some of the things you will
discover and master:
Your 3 strategic pricing options,
The 2 critical decisions you must make
when building your pricing strategy,
The importance of little things and how
they can help you charge 20% more,
The fundamental problems with
time-based pricing,
What accountants are really selling…
and how that transforms your thinking,
Why fixed pricing is not value pricing…
and why this holds some accountants
back,
7 different ways of pricing more
profitably,
-And much more
Starting with the foundations, you will
soon move onto strategy and then the
7-step “fastest way to double profit”
formula
.
Your Pricing Journey (video training programme)
Click here:

CHECK IT OUT NOW (or remain underpaid for work!)

(More of Mark!)

Better pricing = higher profits 
If you have a service business, you can
earn much more from this series.
Also, Mark runs a programme called
Price Consulting, and he teaches
accountants/bookkeepers how to help
their customers with their pricing. 
Thank you for the positive response to
posts on this topic and the action taken.
Please tell your friends!
Those links again:
Effective Pricing for Accountants (book)
The complete guide to menu pricing – NEW!
(video training programme)
How to build a successful bookkeeping
business (book)
How to build a successful bookkeeping
business (video training programme)
Grab them NOW and claim the true income
that you earn!
Price accounting and consulting
services more profitably!
Silvia at IFRSbox.
If you are in finance and not on her
FREE list (WHY NOT?):

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