Internet Marketing – Why being cheap will lose you business! -1

Being too cheap can actually lose you
business

Although people often think that the
quickest way to grow their accounting
firm is by keeping prices low, today

I’ll explain why being cheap can
actually lose you customers.

To prove it, I’ll start with a quick
story. It dates back many years to when
I’d first started to learn value
pricing in 2000 or 2001.

I’d been asked
by a limited company if I could do some
quite complex tax planning for them,
work involving group structuring
overseas and so on.

As I came from a tax background

though, I felt confident I could deliver.

The company asked me to create a
proposal and a price. I’d already
started to learn about the importance
of building value, and so I created a
proposal that included five or six
pages of detail of what I could do for
them.

How I beat one of the top-six
accountancy firms

However, it was only when I won the
business that they revealed they’d been
shopping around. In fact, one of the
other firms they’d talked to was one of
the Big Four accounting firms.

The reason I won the business,

they said,
was because of the detail l went into,
whereas the proposal from the much
larger firm was a single page.