{"id":100995,"date":"2022-08-18t14:00:19","date_gmt":"2022-08-18t18:00:19","guid":{"rendered":"\/\/www.g005e.com\/?p=100995"},"modified":"2024-08-07t23:10:41","modified_gmt":"2024-08-08t03:10:41","slug":"maybe-price-isnt-the-problem","status":"publish","type":"post","link":"\/\/www.g005e.com\/2022\/08\/18\/maybe-price-isnt-the-problem\/","title":{"rendered":"maybe price isn\u2019t the problem"},"content":{"rendered":"

\"asian<\/a><\/em>what else do potential clients know about you?<\/strong><\/p>\n

by sandi leyva
\nthe complete guide to marketing for tax & accounting firms<\/a><\/em>
\n<\/i><\/p>\n

i hear more accountants grumbling daily about how price-sensitive their prospects and clients have become. and they are right, to a degree. the economy has caused even the rich to count their pennies, and the percentage of people who look at a price tag before they buy has increased over the last five years.<\/p>\n

more: <\/b>when to talk about fees<\/a> | five tips for virtual team member happiness<\/a> | five skills that spell success<\/a> | beyond compliance: what more you can provide<\/a> \u00a0| the biggest seo secret of all: google business listings<\/a> | five ways to get better clients<\/a>
\n\"goprocpa.com\"exclusively for pro members. <\/span><\/strong>log in here<\/a> or 2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n

yet studies show that roughly 54% of buyers are not<\/strong> price-sensitive, and i would be willing to bet even more are selectively<\/strong> price-impervious depending on what they buy: women\u2019s shoes, men\u2019s cars, personal services, jewelry, vacations, cosmetics and hair, to name a few exceptions.<\/p>\n

so why are so many accounting clients and prospects price-sensitive?
\n
\nit\u2019s because they don\u2019t have much else to go on when they decide to hire us. we all sound the same. a typical elevator speech goes like this: \u201ci do bookkeeping, a\/r, a\/p, reconciliations and payroll.\u201d a typical accounting website contains stock copy that says, \u201cwelcome, we pride ourselves in serving you.\u201d<\/p>\n

when a prospect asks you about fees, most of you say you charge by the hour. so far, the only thing the prospect has to go on that\u2019s different among you and everyone else they\u2019ve looked at is your hourly rate.<\/p>\n

no wonder they use that to differentiate you. they don\u2019t have anything else to go by.<\/p>\n

luckily, there are numerous solutions to help your clients and prospects become less price-sensitive. here are three quick ones:<\/p>\n

    \n
  1. learn how to move the conversation from price to value.<\/li>\n
  2. reposition your service so that your client feels their needs are being better met.<\/li>\n
  3. up-level and\/or customize your marketing materials so that they pre-sell you to the prospect.<\/li>\n<\/ol>\n

    each solution starts with learning just a little more about what just a few marketing and selling skills can do for your business. whether it\u2019s doing something as simple as posting your photo and bio on your website to as drastic as niching your entire practice, marketing is the answer to immunizing your practice against price sensitivity.<\/p>\n

    when you can give your clients something besides price to judge you on, you might just be surprised how the problem suddenly disappears.<\/p>\n","protected":false},"excerpt":{"rendered":"

    what else do potential clients know about you?<\/strong><\/p>\n

    by sandi leyva<\/i>
    \n    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-100995","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-pro-member-exclusive","category-special","category-solo"],"acf":[],"yoast_head":"\nmaybe price isn\u2019t the problem - 卡塔尔世界杯常规比赛时间<\/title>\n<meta name=\"description\" content=\"actionable intelligence for tax, accounting, and financial professionals\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"\/\/www.g005e.com\/2022\/08\/18\/maybe-price-isnt-the-problem\/\" \/>\n<meta property=\"og:locale\" content=\"en_us\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"maybe price isn\u2019t the problem - 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