{"id":100751,"date":"2022-08-11t12:00:23","date_gmt":"2022-08-11t16:00:23","guid":{"rendered":"\/\/www.g005e.com\/?p=100751"},"modified":"2024-08-07t23:10:44","modified_gmt":"2024-08-08t03:10:44","slug":"when-to-talk-about-fees","status":"publish","type":"post","link":"\/\/www.g005e.com\/2022\/08\/11\/when-to-talk-about-fees\/","title":{"rendered":"when to talk about fees"},"content":{"rendered":"<p><strong><a href=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2017\/02\/seniorbusinessmanmeetingtwo_img_1720-1982.jpg\"><img loading=\"lazy\" decoding=\"async\" class=\"alignright size-medium wp-image-51242\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2017\/02\/seniorbusinessmanmeetingtwo_img_1720-1982-424x283.jpg\" alt=\"senior businessman and another businessman talking\" width=\"424\" height=\"283\" srcset=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2017\/02\/seniorbusinessmanmeetingtwo_img_1720-1982-424x283.jpg 424w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2017\/02\/seniorbusinessmanmeetingtwo_img_1720-1982.jpg 300w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2017\/02\/seniorbusinessmanmeetingtwo_img_1720-1982.jpg 600w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2017\/02\/seniorbusinessmanmeetingtwo_img_1720-1982.jpg 648w\" sizes=\"auto, (max-width: 424px) 100vw, 424px\" \/><\/a>focus on value first.<\/strong><\/p>\n<p><i>by sandi leyva<\/i><br \/>\n<a href=\"\/\/www.g005e.com\/shop\/sl17cgm\/\">the complete guide to marketing for tax &amp; accounting firms<\/a><\/p>\n<p>how do you talk to a prospect or client about your fee?<\/p>\n<p>some of the answers i have heard are:<\/p>\n<ul>\n<li>\u201cit depends.\u201d<\/li>\n<li>tell them and get off the phone as fast as possible.<\/li>\n<li>\u201ci don\u2019t know.\u201d<\/li>\n<li>\u201cwhat is your budget?\u201d<\/li>\n<\/ul>\n<blockquote><p><b>more: <\/b><a href=\"\/\/www.g005e.com\/2022\/07\/07\/five-tips-for-virtual-team-member-happiness\/\">five tips for virtual team member happiness<\/a> | <a href=\"\/\/www.g005e.com\/2022\/06\/24\/three-thoughts-for-a-quiet-morning\/\">three thoughts for a quiet morning<\/a> | <a href=\"\/\/www.g005e.com\/2022\/03\/10\/marketing-via-spreadsheet\/\">the seven-step plan for marketing by spreadsheet<\/a> | <a href=\"\/\/www.g005e.com\/2021\/12\/29\/boost-your-cross-selling-in-two-easy-steps\/\">boost your cross-selling in two easy steps<\/a> | <a href=\"\/\/www.g005e.com\/2021\/11\/18\/beyond-bookkeeping-five-value-add-service-areas\/\">beyond bookkeeping: five value-add service areas<\/a> | <a href=\"\/\/www.g005e.com\/2021\/10\/24\/11-kinds-of-wealth\/\">11 kinds of wealth<\/a><br \/>\n<strong><img loading=\"lazy\" decoding=\"async\" class=\"alignleft wp-image-49700 size-full\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2016\/08\/yellow_key_clip_art-e1375897299811-36p-hi-1-e1603911598474.jpg\" alt=\"goprocpa.com\" width=\"39\" height=\"16\" \/><span style=\"color: #b79c00;\">exclusively for pro members. <\/span><\/strong><span style=\"color: #b79c00;\"><a style=\"color: #b79c00;\" href=\"\/\/www.g005e.com\/wp-login.php?redirect_to=\/\/www.g005e.com\/2022\/08\/11\/when-to-talk-about-fees\/\">log in here<\/a> or <a class=\"external\" style=\"color: #b79c00;\" href=\"http:\/\/goprocpa.com\/\" target=\"_blank\" rel=\"noopener\">2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n<p>most accountants spill the beans about their rates way too early in a conversation with a future client.\u00a0 so when should you talk rates?<br \/>\n<!--more--><br \/>\nthe best answer is: not until everything else has been agreed upon.<\/p>\n<p><strong>focusing on the outcome<\/strong><\/p>\n<p>when the conversation heads toward price, steer it back to outcomes, results and the value you will be bringing to the client. one way to do this is to make a list of items that you will be delivering to the client, such as:<\/p>\n<ul>\n<li>an accurate set of books<\/li>\n<li>a reconciled bank statement<\/li>\n<li>an aging report where calls were made to vendors with balances over 60 days old<\/li>\n<li>financial reports that include an income statement by location<\/li>\n<li>a training class where five new tips are covered and a needed custom field is added and populated<\/li>\n<li>peace of mind that your books are caught up<\/li>\n<li>savings of eight hours a week freed up for more important ventures<\/li>\n<\/ul>\n<p>once the list is complete, ask your future client what the value of each item is. make a spreadsheet (you\u2019re good at that!) and total up the number.<\/p>\n<p><strong>from price to value<\/strong><\/p>\n<p>are your rates lower than the value of the tasks that you will be doing? if so, then it\u2019s time to present your rates.<\/p>\n<p>if your rates are higher than the perceived value of what the client will be getting, then you have a problem. either the client does not value your services (so they are not an ideal client for you), you are too high (for any number of reasons) or the list is incomplete.<\/p>\n<p>there is no point in presenting rates until you two can get in alignment. and perhaps you need to walk away. the numbers will tell you what you need to do.<\/p>\n<p>it\u2019s really that simple. try this approach the next time you get asked \u201chow much do you charge?\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"<p><strong>focus on value first.<\/strong><\/p>\n<p><i>by sandi leyva<\/i><br \/>\n<a href=\"http:\/\/www.1shoppingcart.com\/app\/?af=1296374&amp;u=www.accountantsaccelerator.com\/cpatrendlines\"><i>the accountant\u2019s accelerator<\/i><\/a><\/p>\n","protected":false},"author":1345,"featured_media":53032,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[3120,3002,2295],"tags":[],"class_list":["post-100751","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-pro-member-exclusive","category-special","category-solo"],"acf":[],"yoast_head":"<!-- this site is optimized with the yoast seo plugin v24.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>when to talk about 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