{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Business Strategy for CPA's","title":"151 Design and Create Pricing Strategies from a Value Standpoint Part 2, with Jose Mirabal","html":"","width":"100%","height":180,"duration":2672,"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.  Here today to talk with me about this problem is My guest, Jose Mirabal .Jose is the Author of the Value-Based pricing framework and the founder and Director of the Pricing Institute, where he has advised more than 1,500 companies in 42 industries on their pricing strategies.   HIGHLIGHTS: PART 2: - “What is need based segmentation? It's actually uncovering your market and figuring out and brainstorming the possible needs behind a client possibly buying your products.“ - “When you start seeing the problem from a value standpoint, not from a price standpoint, then things start making sense. That's why need-based segmentation is so helpful. Every single time you uncover needs, it gives you a lot of information.” - “Needs-based segmentation figures out the who and the transactional analysis tells you exactly how they are consuming.” - “Sometimes the need has nothing to do with your service, but it has to do with all the other items or attributes that are orbiting around your services.” - “The secret to pricing is options. It's like a menu at a restaurant.” - “Uncover your value, but figure your value based on two things. One, what are the needs that the clients have? And two, what are the current options out there that best satisfy those needs?”   PART 1:  https://www.smartstrategyforcpas.com/150 - “Everybody's concerned about their costs.  Nobody really worries about the price ceiling. The idea is to figure out and uncover value perception to see which specific services that you offer actually might have a higher willingness to pay from clients.” -...","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}