| Mark Wickersham (UK): I’m sure most of us have experienced that moment when you reveal the price and your client says, “That’s a bit more than I was expecting. Sorry, but it’s beyond my budget.” The big question then is, what do you do next? One option, of course, is just to walk away. You may not be prepared to take on the business for less than your original price, and that’s fine. It’s often a good thing to do. But let’s imagine that you particularlywant to win this piece of work. What do you do then? What you should never do is automatically give a discount. That’s crazy. Instead, do one of the following. #1 Review the value Usually if a client thinks a service you’re offering is too expensive, it’s not because the price is too high but because they don’t fully understand its value. So go back and talk about the benefits again. Remind them of the end result, of the difference it will make to their lives. You might find that’s enough to make them go ahead. If not, move on to step two. #2 Reveal another option If you’ve been following my previous posts or videos you’ll have heard me talk about the magic of three. Of how any service you provide should always offer clients three pricing options. So, if you’ve been telling a client about your gold level and it’s too expensive, reveal your silver. If that’s too expensive, reveal your bronze. If even that’s too expensive, you’ll need to try the next step. To be continued… Also: Those links again: The Value Pricing System https://www.wickersham.co.uk/a/6541/wWVxKzFL Effective Pricing for Accountants (book)https://www.wickersham.co.uk/a/8770/wWVxKzFL The Power of Price Psychology https://www.wickersham.co.uk/a/1878/wWVxKzFL Monthly Mentoringhttps://www.wickersham.co.uk/a/7831/wWVxKzFL The complete guide to menu pricing – NEW! (video training programme) https://www.wickersham.co.uk/a/8769/wWVxKzFL How to build a successful bookkeeping business (book) https://www.wickersham.co.uk/a/8025/wWVxKzFL How to build a successful bookkeeping business (video training programme) https://www.wickersham.co.uk/a/2009/wWVxKzFL Grab them NOW and claim the true income that you earn! Price accounting and consulting services more profitably! https://www.wickersham.co.uk/a/7831/wWVxKzFL Your Pricing Journey (video training programme) https://www.wickersham.co.uk/a/10139/wWVxKzFLNEW programme from the MASTER!(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 calledPrice 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! Silvia at IFRSbox. If you are in finance and not on her FREE list (WHY NOT?):http://www.ifrsbox.com/ifrs-kit/?ap_id=Profmoscow |
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