• Value Pricing & Offering Guarantees

  • Mar 17 2023
  • Length: 1 hr and 37 mins
  • Podcast

Value Pricing & Offering Guarantees

  • Summary

  • Align the customer’s desired results with the firm’s interest to maximize profits.

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    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.

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    • (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
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    Join the Focused Firm email list to get notified of future streams and CPE courses:
    https://go.earmarkcpe.com/the-focused-firm

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    Get free CPE for listening to this podcast:
    https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

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    Connect with Hector Garcia, CPA:
    Website: http://hectorgarcia.com
    LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

    Connect with Blake Oliver, CPA:
    LinkedIn: https://www.linkedin.com/in/blaketoliver
    Twitter: https://twitter.com/blaketoliver/

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    Download the Earmark CPE App:
    Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

    Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

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