"How do I price Advisory?"

Boy, wouldn't it be nice to have one simple answer to this question. 

Here is why one single price, and therefore one simple answer, will never exist – 

It depends on:

• what is and is not included in your Advisory service levels

• how much value those services create in the eyes of your client

• how confident you are in actually being able to create that value

• the niche you are in, and the kind of people in it

• how much your niche lends itself to tax advantages (real estate is different than physicians is different than farming)

• how good at tax you are, and how much value you can squeeze from the tax sponge

• your typical business owners' revenue ($250K vs. $2.5M)

• whether or not (or how much) you want to segment your prices

• how much mojo you can muster in the moment

• how badly you want or need a client

• how many leads you have waiting in the wings

• and more

....

One can appreciate why the above list of variables creates the feeling of taking a stab in the dark.

Plus, it's risky: "If I price too high, I risk my client being upset or offended. If I price too low, I risk losing my shirt."

...

So then, what to do? 

Assuming the desired end result is shifting most client services to Advisory, then consider this question instead:

"How should I price Advisory today, so that I can get started, implement, practice, and build, without losing my shirt?"

....

Keep in mind:
 

• Price your services on the low end to make the offer appealing and increase the chance of a yes.

• Let the client know this is pilot pricing and it's good through the end of the year, at which point you are both free to reevaluate.

• Be willing to take a mitigated risk – without taking a risk, you have absolutely zero chance of hearing "yes".

• You can (and will) update prices as you go along – today's price is not your forever price.
  
  

Most importantly:

Use the above, because you will find your answer faster with testing, than you ever will with pondering.