Jason On Firms Podcast 528 Dealing With Pricing Objections in an Accounting Firm
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Oct 20, 2025 Learn how to tackle pricing objections effectively and use them to your advantage. Discover the benefits of starting with limited-scope projects to ease client concerns. Explore strategies like downselling and offering multiple pricing tiers to meet client needs. Specializing in rare, expensive problems can help you command higher fees. Understand the importance of pricing based on client willingness, not just time spent. Tune in for practical insights that can reshape how firms approach pricing and client engagement.
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Yes Rate Reveals Pricing Mistakes
- If everyone says yes to your price, you're likely pricing too low and leaving money on the table.
- Positioning as a premium option for a specific client beats competing to do more for less.
Start With A Limited Scope Project
- Offer a limited-scope initial project to de-risk the relationship and overcome price resistance.
- Use a great initial project to convert to higher-priced ongoing services after you prove value.
Sell Today's Problem, Not Tomorrow's
- Strip proposals back to the problems clients feel today and avoid selling future problems upfront.
- Treat the initial sale as the new floor and expand services later after rapport builds.