Use “So That” to Communicate More Value
If you're not already great at articulating the impact of your work, you might default to selling "accounting"—tasks, deliverables, compliance.
But pricing isn't about what you do. It's about what your work does for the client.
When you price based on deliverables, you leave money on the table.
When you price based on outcomes, you capture more of the value you're creating.
Clients will only pay more when they perceive the value you bring—and that means you need to learn how to talk about it.
If you're doing great work but not being paid accordingly, this might be a missing piece.
Try using the words "so that" to begin converting deliverables into value.
Like this:
Tax returns, so that...
Month-end close, so that...
Cashflow forecasting, so that...
Tax planning, so that...
Advanced KPIs, so that...
The better you get at tying your work to the value it creates for clients, the higher your prices can go without working more hours.
Want help communicating the value you create—and getting paid better for it?
Join Peak Freedom: a community for solo and small firm owners who are fixing their prices from the top to the bottom of their client roster, and getting paid for value instead of time.
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