This is like going from driving an automatic to driving a stick-shift. 

It’s still a car, but you drive it differently. 

Driving a stick involves a few extra moves. 

You’ll probably stall a few times. That’s normal. 

You’ll probably buck a few times, causing your passenger to give you the stink-eye. That’s normal. 

Learning to drive stick isn’t that hard, but it is different and takes some getting used to. 

You have to pay attention until it becomes, well, automatic.

… 

Once you learn, you’ll have more control over the engine. 

Instead of driving feeling mushy, it’ll feel precise. 

…

When you learn to drive with the equivalent of “stick-shift-pricing,” you’ll have more precise control over your revenue and your business. 

…

Here’s one move you need to learn:

Create a bronze silver gold for one product, like a standalone 1040 or basic monthly accounting for a $100K client.

Keep the work itself (mostly) constant.

Increase the quality of the experience.

Make the quality of:

• bronze, bare-bones 

• silver, perfectly suitable

• gold, great or even concierge

…

Offer these three options (which all get the job done)

To one client

Let her choose the quality of service she desires

…

This is one way to add more revenue without adding a commensurate amount of work. 

Once you can add more revenue without adding much more work, it feels easier to prune a few of those “all-over-the-place” clients.

…

PS – Avoid the temptation to add work to justify increased prices.

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