When buyers are motivated by value, they find a way to come up with money.
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How would you price a 3-tier Frozen birthday cake for a 5-year old’s birthday party?
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The thought, "Pricing is determined by logic," leads to the result of a price determined by logic.
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When you deepen your understanding of what creates value, pricing becomes so much easier.
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Questioning one’s thoughts and beliefs can be super valuable, even in business.
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Experiment with finding the right number and it will be arbitrary.
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What do you do when you think, “Clients don’t value us.”
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Most business owners lack an understanding of the value their customer perceives and experiences.
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Here are specific examples around the thoughts CPAs have about pricing, so you can see how your own thoughts about pricing might be inadvertently affecting your prices.
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Reports are valuable when what they reveal helps a business owner understand his situation.
As your business grows, you bring in people to your organization to take more things off your plate so you can keep focusing on what you can do.
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To some CPAs, the P&L looks like the finish line. But what if it was looked at, more like the starting line?
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It may be hard to imagine that accounting and tax can connect up to feelings. But if rocks bolted to a wall can do it, so can numbers in boxes.
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If website copy for ski boots can be sexied-up, then truly anything is possible.
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What’s the current CPA dogma?
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What if cost were a function of price, instead of price being a function of cost?
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Positioning matters.
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“What if I create a gold option at a very high price and no one buys it?!”
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Understand the value of “better performance” to your buyer, and tie your price to that instead.
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It helps when the seller puts the "onboarding expense" in perspective with the anticipated Customer Lifetime Value.
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