Two Things That Makes Buying From You Easier

accounting profession customer service pricing strategy Nov 01, 2021

In anything we're looking to buy, there are two things in place that speed up our buying decision, and, are most likely to speed up the decision of your prospects too.

These two things are certainty and choice.

Certainty in how much we have to pay to acquire a good or service, and choice in terms of the number of options that are presented to us.

For example, when you go in to go and buy coffee, you're presented with many choices, you know exactly how much you're going to pay for whichever choice you go for. When you want to buy broadband, or when you want to take a flight on a plane, you're presented with choices, and you're presented with certainty in terms of how much you're going to pay. When you go and buy a car, again, the same thing.

As an accountant, what certainty and choice are you giving to your clients?

Are you giving them certainty in terms of how much you're going to charge them? Are you billing based on time spent? Which offers no certainty whatsoever, and is completely open to risk from the client's perspective, because the longer you take, the more they're going to have to pay.

Or are you giving them fixed fees so that now they know exactly what they're going to pay, and they know exactly what they're going to get for it? (Options and choices.)

You need to consider the choices you're making available for them to do business with you as well as the certainty of the prices. Different people value things differently. So the more choices and certainty you give, the more likely it is that your clients will buy from you.

In the video below, I talk more about this. You can check it out now.