How do you drive up profitability in your firm?
You know as accountants we tend to complicate things at times when it comes to how we arrive at our profits. Our knowledge of cost accounting is to blame for that. To keep things simple… Your profit is simply what comes in less what...
I went to the new Turkish barber last week for a haircut. Walked in, took a seat (there was no price list). Was invited to take the chair. Offered a drink and went for the Turkish coffee.
Came out in an authentic cup. The barber took great care to get the blend just right. Then proceeded to wash...
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...
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...
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...
Back when I acquired my firm in 2008, things were pretty tough.
We were poor on our systems… we had no “ideal clients”… our pricing wasn’t great, and we had a high staff turnover.
Basically, we were a sinking ship.
And so I realized I had to do something about it...
Imagine walking into a restaurant and when you want to order Sushi and ask how much it would cost they would say £20 per 10 mins of cooking. Wouldn't that be bizarre? OK so it might appear a tad facetious.
But pricing your accounting (or legal) services based on time spent appears exactly...
That's too expensive
(Really)
You: my clients are so price sensitive
No they're not!
Most people in society are not price sensitive
They are VALUE sensitive
If your clients:
- buy their coffee from Starbucks
- have an iPhone
- drive a premium brand car
They CANNOT be price sensitive ...
So today i'm going to tell you the story about Stella Liebeck and mcdonald's and how we can learn something about pricing from this 2.9 million dollar cup of coffee. So back in 1994 a lady called Stella Liebeck, drove up to mcdonald's drive-through with her grandson, they bought a cup of...
