How a bookkeeper got a 30% higher price

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I’ve been teaching people how to price their services using value pricing for years. I recently received this story on my Facebook Group from one of my students Steven Boyd:

“First prospective client meeting with the new glossy brochure done.

Fantastic result, she signed up there and then. No issue over the price quoted. About 30% more per month than I would have quoted on my hourly rate.

To top it off it is also about 57% more than she was quoted by another bookkeeper - but she obviously saw the value in what I could bring to her. Goes to show that being the cheapest won't always win you the business.”

There are 3 learning points here:

#1 - Different people value things differently. Different people are willing to pay different prices. There are plenty of people who will see value and be willing to pay more money for that. You don’t have to be cheap to win clients.

#2 - Steven offered his client choices. If the client has options, they are able to choose the package that suits them the best, the package that they perceive to be the most valuable.

#3 - Steven had a professional looking brochure that helped him present himself as the expert. It also gave him a system and a structure to his pricing conversation.

You can get much higher prices from bookkeeping work.

If you want to find out more I am running a webinar called ‘How to Price Bookkeeping’. I’ll be going through the foundations of value pricing. I’ll talk about the language you can use to build up the value of your bookkeeping services. I’ll also be talking about some more advanced techniques and some practical examples that you can follow to get immediate results.

You can sign up for that webinar here.

About the Author

Mark Wickersham, FCA – Chartered Accounted, public speaker and #1 best-selling author – is known as the most sought-after profit improvement expert in the accounting community.

Mark is also a widely published author on practice issues. In May 2011 his book, “Effective Pricing for Accountants,” was a number 1 Amazon bestseller.