If you bill by the hour, you get rewarded for being slow and inefficient. If your employees are completing timesheets, their focus is on the wrong things. Sounds so obvious doesn’t it?
Yet many firms still do it
Imagine saying that out loud to a client when you give them your hourly...
You're at the end of your meeting with the prospect and you've given them the price You wait for them to speak They finally do and say:
"Is there anything you can do for us on the price?"
You really want the business, you don't want to lose them, so you end up giving a reduction...
Noooo!
...
Clients don’t buy time from you. I don’t care how lovely you are, they are not paying you because they enjoy talking to you. They’re paying you because of the value you bring to the table. The solutions. The outcomes. The results. The peace of mind. These are what...
Ever feel like that? Like you’re constantly chasing your tail.. Drowning in client work and fire fighting. Not making the in-roads that you want to grow your practice. Well you’re not alone.
Tom is a small sole practitioner from Dublin with 2-3 employees and he was in...
How many subscriptions would you say you’re on right now? Quite a few I’d imagine. And I believe it can only keep on increasing from there. Wonder why that is?
It’s because it’s just the way of the world these days. We’re subscribing to everything from the...
How do you quote your price for prospects? Do you fancy sending your price on your proposal or talking about it in person?
You see, when it comes to quoting price to prospects, what you absolutely don’t want to do is send it through the proposal.
Instead, you want to have that pricing...
If I was looking for the slowest way to grow my accounting firm, do you know what I’d do? I’d say in my messaging that I work with “small and medium-sized companies”
Yup, absolutely gonna take me a couple more decades to grow that way but seriously now, what am I driving...
Have you ever had a prospect call your price “too expensive”? And another prospect accept it without negotiating… like it’s a bargain?
Why do you think that is? It’s the same service and price you’re offering both of them... But why is one willing to...
Ever been in a conversation with a prospect and they tell you…
“I’ll think about it.”
“Send me a proposal.”
“I need to discuss with my partner and get back to you.”
Sound familiar?
Well, I hate to break to you but they’re lying!! They want to...
So you say you are your clients 'TRUSTED ADVISOR'? Then why are you charging clients for picking up the phone to you??
A true trusted advisor would ALWAYS be there for their clients...To hear them out in their time of need, to help them solve their problems and overcome their challenges...without...
One of the things I always preach to accountants who intend to build successful firms is that…Positioning is key.
Being seen as the expert or the authority in your field leads to high perceived value and more profit for your firm in the future. And one way to achieve this is by giving away...
Do you struggle to increase your fees? Do you feel that you can't possibly charge double or triple what you do now?
Well, think again
Because if Bev can, you can!
The first step of getting paid more for what you do is belief. You need to BELIEVE that you are worth more. The belief will come...
