today’s bissett bullet: “if we demonstrate that we can create more wealth for our client than it will ever cost them to hire us, price sensitivity starts to diminish.”
by martin bissett
the objection or concern phrased as “you’re too expensive” is the most common one experienced in the accounting profession, bar none. “you’re too expensive” simply means “i do not understand why i should pay this much money.” that is the prospective client telling you that you have yet to make a case strong enough for them to change from their current accountant at the price you’re asking. once you overcome that, watch fee sensitivity disappear before your very eyes.
today’s to-do:
how strong is the commercial case for working with you and your practice? what value do you actually deliver that other firms don’t, won’t or can’t? until you know that, do not expect the prospects to know that either.
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