Internet Marketing -How to quantify the value of the work you do – 2

Mark Wickersham (UK):
The Value Pricing System
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.

Quantifying the amount the amount the
client will save also makes your price
look much smaller in comparison.

The challenge is, the benefit that you
deliver is going to be more subjective.
It’s harder to measure. Sometimes value
is just a feeling. Nevertheless, always
try to uncover some numbers.

It may be that you have to ask the
clients some questions. You can go
through a questioning process to
identify something that you can

For example, let’s say you are talking
to a client, new or existing, and they
have been doing their own quarterly
sales tax return (in the UK we call
that VAT).

Imagine the client has been
really struggling with doing the sales
tax returns – that’s why they’ve come
to you.

You could ask ‘how much time are you
spending on this?’

They may tell you they spend a couple
of hours each time. But it’s quarterly
so times it by 4.

Ask them ‘how much is your time worth?’

If they give you a figure, let say it’s
a local mechanics and they charge $150
an hour, that’s $150 times by around 8

Which means every year your
client is losing $1,200 worth of time.

Putting a number on it makes it feel
more real, more painful – then you can
come in and take the pain away.
Those links again:
The Value Pricing System
Effective Pricing for Accountants (book)
The Power of Price Psychology
Monthly Mentoring
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!
Your Pricing Journey (video training programme)
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 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!

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