{"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":2096,"description":"Most CPAs struggle with pricing - some have moved to flat-rate or subscription pricing, and some still bill by the hour. What 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,  which means they have to work a lot harder to compensate for the missed opportunity.  Today’s guest is Mark Stiving the pricing expert behind impactpricing.com.   What we cover: How to shift to flat-rate pricing when you have had a client whom you have billed by the hour: Give them Menu Pricing with 3 packages: Good, Better, Best.  Put last year’s average monthly bill between the Good and Better package   How do you have a value conversation with your clients? You 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... If we can get you this result, what would result from that? If we can move from a 7 to an 8, what would happen? What’s it worth if you had that result, of ?   The quantitative value takes some digging to get to, but if you ask the right questions, you can get there.    Discovering value is a two-way street: It’s about trying to discover how much value we are delivering to that client You as a vendor have no idea how much value your customer is going to get from your product The customer doesn’t know your product  and has no idea how much value they are going to get from it Both of you work together to understand the value it will provide, and the client will receive.   Remember: Before customers buy, they are buying based on perceived value.  After working together, they continue to buy based on actual value. Once we have a customer, our job is to make sure they get real value, and KNOW they got real value. To communicate hidden value, consider having a one-page write up “Let me tell you what I did yesterday” People 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}