Present your prospects with ONE solution
It can be tempting to offer more than one option to your clients and prospects, maybe with different tiered prices and services.
Initially it might seem like the best way to bring them on board, we might think, using some sort of sales psychology, they’d go for the ‘mid-range’ fee or the ‘silver’ package.
But by doing this, you’re actually doing your clients a disservice.
We should only be offering ONE solution to prospects and clients of our accountancy business.
That’s the RIGHT solution.
The best way I can explain this is by comparing it to surgery.
You wouldn’t want a surgeon to offer you varying levels of packages, each containing different levels of anaesthetics and stitches, right?
No. You want a surgeon to tell you exactly what’s going to happen and when.
Because you trust that they’ve chosen the right option for you, based on a consultative process.
Accounting is no different.
Accountancy services are so critical to a business that it’s your ethical obligation to present the RIGHT solution for your clients.
Even if the price is more than they were expecting.
This is exactly the same when repricing existing clients.
Watch the full video to find out more.
Ready to learn more? Watch our FULL masterclass, ‘Feel the fear and reprice anyway’ for FREE (just scroll down to ‘Academy)
We ran this 45 minute session with James Ashford and Paul Barnes, directors of Manchester accountancy firm MAP, and ran live to over 100 accountancy firms.
The video above is taken from The Art of Pricing & Selling to Serve, my brand new course on the GoProposal Academy.
The course is free to ALL active GoProposal members and available for purchase for all non members. Click here to begin.