Getting kickback on pricing?
If you're getting kickback on pricing it's rarely because you're too expensive.
"You're too expensive" as an argument for not engaging your services is often more about the fact that your prospective client is not seeing or understanding thevalue that you bring rather than the cost itself.
It could be that you need to brush up on your sales skills and focus more on the value and the benefits that you bring vs.only talking about how you do it.
It might sound odd, but people aren't really interested in hearing thewhatof what you do; the bank reconciliations, invoicing, payroll, etc. (often referred to in sales talk as thefeatures)
But they areveryinterested, in hearing about what's in it for them (WIFM 😁), otherwise know as the benefits.
For a bookkeeping client, what's in it for them is usually things like:
more time
better cashflow
peace of mind that someone other than themselves is getting it done and deadlines are being met
confidence in their numbers so they can make sound business decisions
Thinking back to the conversations that you've had with prospective clients, did you focus on the features/ the what or did you benefits
The value that you bring to your clients is in thebenefitsvs thefeatures.
Of course, there are people out there who are very price-sensitive, and it wouldn't matter how many benefits you sold to them, they would still think you were too expensive.
Those ones aren't your ideal client and there's no point in continuing the conversation with them. Next please.
I get that it can be disheartening when you're trying to grow your business and be profitable about it. And that's why this message is so important. Don't take on clients who are not a good fit. Trust me, you will come to regret it.
Keep looking. There are right-fit clients out there as the many successful bookkeeping businesses can attest to.
Stephanie
PS: Interested in working with me as your bookkeeping business coach? Send me an email or Message me to start the conversation.
