Are there services that you do completely free of charge for your clients?Do you charge for Mortgage Reference Letters? Do you charge for Dormant Company Accounts? Do you charge for setting a client up on a Cloud Accounting System or other apps?Then, my questions is - why are you doing them for free?If the service is valuable to the client, you should charge for it.Now, I understand that these tasks are often very quick and simple for you to do, and you may feel a little bit guilty getting the client to pay for every tiny little job. But there’s a reason it’s easy for you - you’ve spent years of your life studying how to do these tasks.And whilst it might only take you an hour to set a client up on a cloud accounting system, how many clients do you do that for? How many hours a year are you spending working for free? If you have an hourly rate, you can work out exactly how much money you could be making for that time.One of my students never used to charge for QBO Setup because she felt it was only a small task.We worked together to change her pricing strategy and she ended up making an extra $10,000 over 2 months from just 5 clients.That’s the kind of money you’re missing out on.In today’s episode, you will learn…✅ How to recognise scope creep✅ How to price small or one-off projects✅ How to take your pricing to the next level with Menu Pricing✅ A script for having the scope creep conversation with clients✅ The right way to do work for freeCharging your clients for these services won’t upset them, or ruin your relationship if you phrase it in the right way. You are throwing money away by allowing this scope creep to take over. Don’t miss out on profit anymore.

Value Pricing is based on providing the client with the highest possible value, and then charging based on that value.The problem is, everyone values things differently. Value is subjective. It’s to do with individual perception. So how do you find out exactly what people value?It’s simple - ask them.When you first meet with a client, you should have the ‘value conversation’ with them. In this meeting you spend your time really uncovering exactly what the client values.A critical part of the value conversation is knowing the right questions to ask - questions that will help you to uncover the client’s real issues.When you know their real issues, you can prescribe them the perfect solution and really deliver on value.Here’s what you will learn in today’s episode:✅ The 5-Step Pricing Process✅ The Fact Find: What is it and why it's important✅ The 4 Stages of the Questioning Process: What you need to find out and how to find it✅ BONUS: 5 Top Tips for your Fact FindWhen you can uncover what it is a client values, you can make sure to include those things in their package. Then you can charge a high price, because you know they are getting a lot of value. This is value pricing.

Here’s Why Your Customers Aren’t Buying More From YouFirst of all, you have to actually offer the client more things to buy.This sounds obvious, but you’d be amazed at how many firms don’t actually do this.If you have additional services, extras or bonuses that you can add-on to enhance the client’s solution, you should make the client aware of them, and make them readily available at every possible opportunity. When a client buys your solution, they enter ‘The Buying Mode’. Whilst in ‘The Buying Mode’ they are much more likely to spend money - this is the perfect time to introduce your up-sells.A lot of accounting professionals may feel a little uncomfortable being so ‘salesy’. But, it’s actually in the client’s best interest to offer up-sells.And there is no downside!The client has already decided to buy from you. The worst that could happen is they say no to your up-sell and continue to buy your main solution.But if you don’t offer these things, they can’t choose to buy them.Here’s what you will learn in today’s episode:✅ The difference between the up-sell and the cross-sell✅ Why up-selling is low risk, and high profit✅ How to do the up-sell efficiently✅ What up-sells you should be offering ✅ Why you shouldn’t be uncomfortable with the up-sell process Having up-sells is a really simple and easy way of increasing your price. Learn how to master the up-sell process and you will really start to maximise your profits. 

If You Only Ever Give One Price, That Price Is Wrong - GuaranteedEveryone is different.We want different things, we value things differently, and we will spend different amounts of money to get those things.If you only ever offer one single price, or one single hourly rate, to all of your clients, it is impossible for that price to be right for every single one.If the price is too high for them, you’ll lose that customer because they won’t want to pay.If the price is too low, they will accept, but you will have left money on the table. This client may have paid you more money, but you didn’t give them a chance to!But…If you give your client options to choose from, they can choose the package that they consider to have the most value. They are also very likely to willingly choose to spend more money, and be happy about it.I’ve taught Menu Pricing for over 20 years and my students have managed to use it to increase their prices by an average of 20% across their entire client base.This is the power of Menu Pricing.If you don’t believe me, ask Apple, Starbucks, Costa Coffee - these hugely profitable businesses all use Menu Pricing and it sure works for them.It’s also the perfect first step to value pricing, which (in case you didn’t know) is THE best pricing method to increase your profits whilst keeping clients happy. Today’s episode is an introduction to Menu Pricing. Here’s what you’ll learn:✅ What Is Menu Pricing?✅ Why Does It Work?✅ The Best Menu Pricing Practises✅ The First 5-Steps of the 7-Step Implementation Process Menu Pricing is always the first step I recommend to any of my students who want to increase their prices fast. Learn it now and start raising your prices straight away!

You Can’t Compete With Competitors On The Price (and you don’t have to)!There are always going to be firms down the road that are constantly under-cutting you with their insanely cheap prices and stealing your clients.But you shouldn’t be worried about these firms - in fact you should pity them.If their prices are so cheap, how are they ever going to make any profit? And if your clients are going to them because they are cheaper, why would you want those clients anyway?You need clients that appreciate the value of your service, not clients looking for a cheap price. That’s why you should never lower your price to compete with these low ballers. Instead you should focus on increasing your value.When your service is the most valuable to the client, those other businesses won’t stand a chance. The high quality clients that you want will actually be chasing you.In today’s episode we will be looking at 6 things:✅ Why you should never compete on price✅ Guarantee a profit every time with the perfect pricing strategy✅ Discover what clients value most using the fact find process✅ How to add value and communicate that value to the client✅ Make clients desperate to work with you by becoming the expert in a niche area✅ Compete on quality, not price, with the Optimal Pricing conceptDiscover how you can beat your competitors and earn significantly more money, with fewer clients.

The Accounting Profession Has ALWAYS Underpriced Their ServicesWhen your prices are too low, it can have a big effect on your business and your own life…Most accountants and bookkeepers I know are overworking, chasing clients for payments, losing out on time with their families, getting stressed and exhausted - and all for a measly little profit! It’s time to make a change.It’s time to raise your prices. Now, I know you must be worried that if you raise your prices all of a sudden your existing clients won’t want to work with you anymore. Or perhaps you think any potential new clients will think you’re too expensive.That’s not what they are going to think at all.They are going to LOVE paying you more money. They are going to LOVE buying more things from you. And they are going to LOVE paying you before the work starts. I’m not making this up. I mentor over 500 accounting professionals and they have all made these changes to their businesses and watched their profits soar. You should try it too.In today’s episode, we cover all of the subjects below:✅ How to increase prices without losing clients✅ How to get existing clients to buy more from you✅ How to get paid BEFORE you start the workOnce you have the answers to these common problems, you will be able to confidently raise your prices, earn much higher fees and increase your profits to the level you deserve.