{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2Fd9ae8db5-8252-40ee-8bda-a1689f98f90f","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"What Works for Accountants on Handling Price Sensitivity","description":"Episode XX. In today's news episode, we discuss \"What Works for Accountants on Handling Price Sensitivity.\"\n\nEpisode 19. In today's practical episode, \"What Works for Accountants on Handling Price Sensitivity.\" With ever more discerning buyers and knowledgeable purchasing, what hope for accountancy professionals who feel their prospects and clients are always looking for the best deal/lowest price?\n\nKey takeaways from this episode include:\n\n\u27a9 the fallacy for accountants of thinking that deals and engagements frequently come down to price\n\n\u27a9 the implication for accounting professionals of price being the main differentiator between them and their competition\n\n\u27a9 what accountants have completely failed to do if a potential client is making their decision to hire based solely on price\n\n\u27a9 why the pricing conversation is relevant not just for new business opportunities but for existing clients and cross-selling services\n\n\u27a9 the one thing few accounting firms will ever admit when they bring on a new client, and why it's false\n\n\u27a9 what 'demonstrating expertise and value to a business' really looks like for an accountant, and what it most definitely isn't\n\n\u27a9 what most new clients are actually investing in when they hire a new accountant or engage an accountancy practice to help them\n\n\u27a9 how the prospect of a better future and a better now drives new clients to seek value and results over price\n\n\u27a9 why pricing education for accountants is not about turning them into sales people, although selling and persuading remains vital for accounting professionals\n\n\u27a9 what accounting practitioners can practically do to eradicate pricing sensitivity from their sales conversations\n\n\u27a9 how accountants and CPAs can make their proposition more compelling to their prospects and existing clients\n\n\u27a9 the importance of caring and curiosity for accountants and CPAs who want to succeed in practice\n\n\u27a9 why accounting practitioners must see pricing sensitivity as a symptom and not a cause, and what that difference is\n\n\u27a9 the role of storytelling, proof and the ability to paint the picture of a better future are all vital for accountants who want to win more business\n\nNOTE TO LISTENERS:\n\nThe Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week's episodes.\n\nEvery Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.\n\nEvery Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world. \n\nEvery Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.\n\nFinally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.\n\nMartin and Rob love to hear from the show's 20,000 unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/4b92b8ba-5a5e-4dd9-b4fb-521acb67118c/aZdljMBd04Wo-PVI9n8btrS1.jpg"}