find the sweet spot for your target client.
by sandi leyva
the accountant’s accelerator
many accountants serve clients with extremely small businesses that gross six figures a year or even less. these clients are prone to being price-sensitive and often struggle with budgets and cash flow. if you’re serving these clients, you’re definitely meeting an important need in the marketplace, but you may also start to question your own prices, or worse, underprice your services.
more on small-firm growth strategies: 5 ways tech makes your work easier | take the focus off price | 5 solutions when clients balk at price | keep more of your busy season earnings | want more clients? take these 5 steps
the good news is that, on average, the higher revenues a company earns, the more likely they are to be a higher-quality client for you. owners with larger companies, on average, are less price-sensitive and less emotional about running their businesses.
to read the full article
