Mark Wickersham (UK):
The Value Pricing System
https://www.wickersham.co.uk/a/6541/wWVxKzFL
We need to become better at
communicating value because your
clients don’t understand what you do.
Your clients are not accountants or
bookkeepers. They aren’t trained – they
have no idea what an accounting
professional does.
It’s your job to
help them understand what you do, why
you do it, and how it can benefit the client.
One of the techniques we can use is
quantification.
But how do you quantify a benefit?
How do you quantify value?
Sometimes it’s easy, sometime it’s
really difficult. Sometimes it’s
objective, sometimes it’s subjective.
If we are talking about tax planning
services, it’s a little bit easier
because we can quantify the amount of
tax you may save the client.
When we
quantify and measure the amount of tax
at stake and how much we can save, that
helps us to communicate the value.
It helps to calculate a value-based price.
The thing is, you don’t have to be 100%
accurate with this.
A best guess is
better than nothing because even with
something like tax planning, there is
always going to be some uncertainty.
You might be able to calculate that you
can save the client somewhere between
$75,000 and $150,000.
So you may tell
the client you can save around $100,000.
That’s going to help them see value
much more than if you just said ‘we
will save you some tax and it will cost
$5,000’.
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 Mentoring
https://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/wWVxKzFL NEW 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! |
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