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Recently, one of my students, Sarah Laidlaw Moss - an amazing bookkeeper - posted this brilliant story in my Facebook Group:
“Needed to celebrate a little today. I'm sure I still did everything COMPLETELY wrong, but baby steps. I JUST SIGNED A $19K CLIENT!! :D I had the original fact find interview on Tuesday, and delivered my proposal & price today. He took PREMIUM!”
Sarah had created different packages for the client to choose from, because she understands that everyone values things differently.
If you only provide your clients with one single fixed price, it’s almost impossible to find the perfect price. You are either going to make it too expensive and lose the client, or too cheap and leave money on the table.
Some people are willing to pay much more when you give them choices and explain the benefit of each one. Sarah found that her client chose her premium package and she got $19K.
Another bookkeeper responded to Sarah in the Facebook Group.
Annette Banta Fadness wrote:
“Wow, Sarah! That’s so great! I am using the three-tier pricing as well, with some success. I had one premium client come on board ($8,200 per year and realise I should have gone higher) and one who came on as my lowest tier, which I call Value. However, I WANTED him at Value because all the rest of his stuff is a pain in the rear. Yay, Sarah! Yay, Mark!”
I hear many stories like this from my students, accountants, CPAs and bookkeepers all doing amazing things with their prices, especially for compliance services and, in particular, bookkeeping work.
If you want to make more money from bookkeeping, have better prices, and get better quality clients, I am running a webinar called ‘How to Price Bookkeeping’. I’m going to go deep into how to position yourself as the expert, how to communicate value, how to package your services and how to come up with the right price. This webinar series starts today - this is your last chance to take advantage of Mark's training.
Sign up for the 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.
To learn more about value pricing, join the Facebook group, “Value Pricing with Mark Wickersham”.