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CPE To qualify: > / 75 minutes / 5 polling Sandra L. Leyva, Inc. is registered with the National Association of the State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website
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Ultimate Accounting vConSummer Intensives:How to Implement Value Pricing and Give Yourself a Raise
Where to Get This PowerPoint • http://vcon2015.ning.com/
CPETo qualify: > / 75 minutes / 5 polling
Sandra L. Leyva, Inc. is registered with the National Association of the State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website www.learningmarket.org.
Overall Agenda• Gain an overview of value pricing so
we’re all on the same page• See two in-depth case studies of how
to implement value pricing• Learn the unique sales approach and
how to have the “value conversation” with your client
• Discover how to put together value-priced package options
Agenda for This Session• Learn what value pricing is• See lots of examples of
accountants who are already value pricing
• Gain an overview of the process
Our Intensive Sponsors
Our Media Sponsors
Introductions• Michelle Long, CPA, MBA
– International speaker/trainer– Co-Host of QB PowerHour
Introductions• Sandi Smith Leyva, CPA
– Business coach to accountants– Founder of Accountant’s Accelerator
Value Pricing Facts
Value Pricing Process• Each client is different; requires unique
proposal
Value Pricing Process• You do need a proposal
Value Pricing Process• What does client value
– Personal relationship– Become a trusted team member– Enhanced decision-making– Provide solutions to my problems– Supplemented my internal resources
Source: “How Buyers Buy,” Hinge Research Institute
Value Pricing Process• Accountants overestimate:
– Good value– Economical– Expertise– Great service– Financial impact– Your connections and network
Source: “How Buyers Buy,” Hinge Research Institute
We can’t guess at this
We have to ask
Value Pricing Process1. Design sales
process that brings out what the client values
2. Design value-based proposal to present
Sales Process• An interview• Conducted over as many meetings as it takes
to:– Get the info– Build trust
Sales Process• Start with
– Qualifying the prospect – Gathering contact info– Gathering needs– Asking for goals (what do they want changed?)– Asking for how will we know when we meet those
goals– Tell your story
Sales Process• Start with
– Qualifying the prospect – Gathering contact info– Gathering needs– Quantifying the cost/pain– Asking for goals (what do they want changed?)– Asking for how will we know when we meet those goals– Quantifying the benefits– Tell your story
Taking Action
• What one thing will you do from this webinar?
