Value Pricing & Offering Guarantees

Align the customer’s desired results with the firm’s interest to maximize profits.-----------------Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.-----------------(00:00) - Building a Focused Firm Ep 05 (00:35) - Welcome to Part 05: Value Pricing & Offering Guarantees (06:40) - Where is the value? (08:14) - Compliance Value (08:47) - Economic Value (11:00) - Accounting Professionals vs. Number of Potential Clients (15:17) - What does price and value mean to an accounting firm? (15:59) - The rule of 3 (21:25) - Does any of this matter to your customers? (25:27) - How does Spiritual Value translate to your clients? (27:21) - What does this concept of spirtual value mean in context of pricing our services? (30:43) - Types of Value Pricing (34:38) - The problem with hourly rates? (38:13) - Answering the time/rate questions (51:28) - Types of Pricing Models (not based on time) (57:24) - Task-based and Output-based pricing (59:14) - Productized Service (01:00:52) - Access-based or Subscription Model (01:01:26) - Value-based Pricing (01:04:36) - Value Conversation Tips (01:07:28) - Mahan Khalsa 5 Golden Questions (01:10:55) - The 12 Ts for Option Building (01:14:18) - Service Delivery Options (01:16:48) - Option Building Results Options (01:18:14) - How to present your value options? (01:26:59) - Presenting your best option first (01:27:47) - Golden Rules for options (01:29:12) - Big guarantees, should set apart the top option (01:32:03) - Creative Guarantees -----------------Join the Focused Firm email list to get notified of future streams and CPE courses:https://go.earmarkcpe.com/the-focused-firm-----------------Get free CPE for listening to this podcast:https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d-----------------Connect with Hector Garcia, CPA:Website: http://hectorgarcia.comLinkedIn: https://www.linkedin.com/in/hectormgarciacpa/Connect with Blake Oliver, CPA:LinkedIn: https://www.linkedin.com/in/blaketoliverTwitter: https://twitter.com/blaketoliver/-----------------Download the Earmark CPE App:Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app