{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Business Strategy for CPA's","title":"125 Value and Segmented Pricing for CPAs with Pricing Expert Mark Stiving, PhD","html":"","width":"100%","height":180,"duration":2100,"description":"Most CPAs struggle with pricing - some have moved to flat-rate or subscription pricing, and some still bill by the hour.\nWhat they often struggle to understand is the full depth of the value they offer to their clients, and because they don’t fully understand value, they are leaving Everest Sized Mountains of Money on the table, \nwhich means they have to work a lot harder to compensate for the missed opportunity. \nToday’s guest is Mark Stiving the pricing expert behind impactpricing.com.\n \nWhat we cover:\nHow to shift to flat-rate pricing when you have had a client whom you have billed by the hour:\nGive them Menu Pricing with 3 packages: Good, Better, Best. \nPut last year’s average monthly bill between the Good and Better package\n \nHow do you have a value conversation with your clients?\nYou can’t simply ask, what is the value? Instead you must work together with your client to discover the value of your work together. You might ask...\n If we can get you this result, what would result from that?\nIf we can move from a 7 to an 8, what would happen?\nWhat’s it worth if you had that result, of ?\n \nThe quantitative value takes some digging to get to, but if you ask the right questions, you can get there. \n \nDiscovering value is a two-way street:\nIt’s about trying to discover how much value we are delivering to that client\n You as a vendor have no idea how much value your customer is going to get from your product\nThe customer doesn’t know your product  and has no idea how much value they are going to get from it\nBoth of you work together to understand the value it will provide, and the client will receive.\n \nRemember:\nBefore customers buy, they are buying based on perceived value. \nAfter working together, they continue to buy based on actual value.\nOnce we have a customer, our job is to make sure they get real value, and KNOW they got real value.\nTo communicate hidden value, consider having a one-page write up\n “Let me tell you what I did yesterday”\nPeople with these...","thumbnail_url":"https://img.transistorcdn.com/AZFvbY29RNsC20PTchqbqXsFoNMjM1040wmYivreg-g/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9lZmE1/ODU2OWRkNzA4ZDQ2/ODg2YmEwYjYzNmEw/NjkzNC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}