Accounting & Bookkeeping & Small Business Forum

[JRWserviceCORP]

Hello to all. Great community!

I am curious about how people have implemented pricing.

Does anyone have a pricing/services matrix they've completed that they would be willing to share? Also, how to you approach this subject with clietns. Do you provide a clear cut price rate sheet or do you collect the information you'll need to provide a detailed price quote and come back to your clietns?

Thank you,

John

[David]

John,

Universal Accounting teaches a pricing method that utilizes transactions multiplied by a $ amount. You can see a marketing video we have produced that described how to do pricing. The pricing portion is half way through the video presentation. the whole video is well worth it. The video is at this address. Start Today Video

Enjoy

Dave

[pistolmcaction]

I recently had the pleasure to attend a UPB seminar live and had the chance to meet David and the rest of the gang at Universal. They are a terrific bunch who really taught me a lot.

Let me throw my two cents in regarding pricing. This is how I do it. When I am out on an appointment with a prospective client, I have the pricing sheet that David is talking about with me. And what I'll do is while I'm engaging in conversation with the prospect, I will subtly ask him questions regarding his business activity and then I will record his answers on my pricing sheet. Only he doesn't know it's a pricing sheet I am writing on. He just thinks I'm taking notes.

Questions regarding the number of checks he writes, how many employess he has, how many deposits he makes, etc. I'm not asking these questions in rapid fire fashion, but rather in conversational style so the prospect doesn't even know I am pricing the job.

Now here is the key. Once I have the price sheet filled out and totalled, I now know how much I can charge for the job. However, I always aim higher. What you want to do is demonstrate your value to the client by asking questions (which Universal shows you how to do) and then making recommendations to the client based on his answers.

By the end of the meeting, if you've done your job and demonsrated your value to the client, the price won't be a big issue. However, if it is, and you have aimed higher than your sheet, you can always come down if you feel the client would be a good opportunity for you. You can always come down, but you can't go up once you quote a price.

So to sum up, use the price sheet as a guide, but while meeting with your client, demonstrate your value to him so that the price becomes a secondary issue. If you can show the client that you can save him more in taxes or increase his profits by more than your fee, then the fee really won't be an issue. It will be an investment.

As a matter of fact, when they ask how much, I always say "Your investment is only XXX dollars per month. It sounds better.

And you'll find that the better clients are the ones who hire you because of the value you bring to the table and don't mind paying for it.

Good luck.

Pete Marchiano

[Ahshucks]

If you have had an opportunity to do an industry % comparison, you have the benefit of offering additional profits annually, quarterly, or monthly, however you want to break it down. It all starts with a net profit percentage number of your prospect compared to the industry high average.

This gives the client justification by recapturing those profits to pay a reasonable fee to get there.