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Mark Wickersham (UK)
Chartered Accountant, and #1 best-selling author of “Effective Pricing for Accountants”: As an industry we don’t want to make
mistakes. Yet time and time again I see two
massive mistakes that accountants and bookkeepers keep making. And it has a
real impact on their businesses. So what are those mistakes and how can
they be avoided? Mistake 2 – Don’t post or email your
proposals Ok so I’m going to admit something
here. I used to do this back in the 90s when I was running my accounting firm. I’d have a meeting with a client. It
would go really well. The client would love what I’d do and they’d say “How much Mark?” The deal was in my grasp.
Only I’d say. “Let me think about it.
I’ll put together a proposal and stick it in the post to you.” Yes, I said post. It was the 90s
remember. Oh and the effort I put into that
proposal. It would cover everything I would do for them and it was so nicely bound. But did they care about my binding or
what I’d written? No. They skipped straight to the price.
I’d lost control. That still happens with many people today – even if the process is faster with email. Clients are still just interested in
price. You have still lost control. They use your pretty proposal to beat
the price of a competitor down (often whether they actually thought it was too high or not). Your nicely bound
document, your carefully created email, becomes a bargaining tool. And you never hear from that client
again. Instead you need to have a pricing
conversation in the meeting with the client. That means you need a system. In case you missed this:
(Also from 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:
How to build a successful bookkeeping
business (book) How to build a successful bookkeeping
business (video training programme) The Value Pricing System
The Power of Price Psychology
Monthly Mentoring
Grab them NOW and claim the true income
that you earn!
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