| 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. #3 Change the package Although you should always start with three packages, the more a client can tailor these to their own circumstances, the easier it’ll be to end up with a price they’re happy with. A great way of doing this is by using my Cloud Pricing software, which lets you change the answers to different questions. If, for example, all three of your options include a quarterly business review meeting, you could offer the option of changing this to just two a year and reduce the price accordingly. #4 Offer behaviour rewards If even step three fails, then a final option is to offer a discount – but only if the client does something for you in return. Asking for referrals is a great example.You can say something along the lines of, “We don’t normally offer discounts but, if you’re willing to refer us to three other business owners, then we can cut back on our marketing budget and pass the savings on to you. So would you be happy to do that?”If they say yes – which nine times out of ten they will – then give them an appropriate discount. Another example could be asking them to present their information in a different format that makes your life easier. If they agree, again, you can swap this for a discount. 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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