{"id":108582,"date":"2023-02-15t11:58:13","date_gmt":"2023-02-15t16:58:13","guid":{"rendered":"\/\/www.g005e.com\/?p=108582"},"modified":"2024-08-07t23:09:44","modified_gmt":"2024-08-08t03:09:44","slug":"battling-cas-cost-pushback","status":"publish","type":"post","link":"\/\/www.g005e.com\/2023\/02\/15\/battling-cas-cost-pushback\/","title":{"rendered":"battling cas cost pushback"},"content":{"rendered":"

\"hitendra<\/a>what is the prospect unable to do on their own?<\/strong><\/p>\n

by hitendra patil<\/i>
\nclient accounting services: the definitive success guide<\/i><\/a><\/p>\n

q: how do you convince a potential client that through cas you are adding value above the cost?\u00a0 i always hear \u201cit costs too much\u201d or \u201cwe’ve been getting by without the added cost.\u201d<\/strong><\/p>\n

more cas q&a: <\/b><\/strong>clients don\u2019t understand cas, but they know value<\/a> | how to differentiate cas<\/a> | cas marketing is different. here\u2019s how<\/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

a:<\/strong> interestingly, the roots of this question are hidden in the value pricing realm.
\n
\nwhen clients buy services from accountants, if \u201cmore outputs and hence higher price\u201d is the pitch, it may fly under the radar, and the clients may agree. many times, the common practice of differentiating your service packages through three different levels actually relays that perception of more outputs for more money.<\/p>\n

but later, when clients get used to those additional outputs, invariably, the focus shifts to \u201cwhat is the additional value we are getting from these outputs?\u201d and that is when the pushback starts.<\/p>\n

assuming that you have done proper discovery of the potential client’s needs and wants, you should ideally identify a few key important things that the prospect is currently unable to do or does not know. it could be some questions about key business decisions they cannot make because no one has provided them with the accounting insights to make such decisions.<\/p>\n

the idea is to help the prospect recognize the (new\/better) \u201coutcomes\u201d that the additional outputs can deliver to the prospect. in other words, before the client signs up, help the clients understand the better value your cas offering delivers. if the prospect does not sign up, it is evident that either you have not expressed the value clearly, or the prospect does not need\/want that additional value (not a good fit).<\/p>\n","protected":false},"excerpt":{"rendered":"

what is the prospect unable to do on their own?<\/strong>
\n\"\"<\/a>
\nby hitendra patil<\/i>
\nclient accounting services: the definitive success guide<\/i><\/a><\/p>\n","protected":false},"author":1363,"featured_media":104568,"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":[3058,3120,3002],"tags":[],"class_list":["post-108582","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-client-accounting-services","category-pro-member-exclusive","category-special"],"acf":[],"yoast_head":"\nbattling cas cost pushback - 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\/2023\/02\/15\/battling-cas-cost-pushback\/\" \/>\n<meta property=\"og:locale\" content=\"en_us\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"battling cas cost pushback - 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