how accounting professionals deal with price objections, handling pricing sensitivity for accountants and tips for pricing pressures from CPA clients - Accounting Influencers Podcast

Episode 19

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Published on:

27th Jan 2022

What Works for Accountants on Handling Price Sensitivity

Episode 19. In today's news episode, we discuss "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?

Key takeaways from this episode include:

➩ the fallacy for accountants of thinking that deals and engagements frequently come down to price

➩ the implication for accounting professionals of price being the main differentiator between them and their competition

➩ what accountants have completely failed to do if a potential client is making their decision to hire based solely on price

➩ why the pricing conversation is relevant not just for new business opportunities but for existing clients and cross-selling services

➩ the one thing few accounting firms will ever admit when they bring on a new client, and why it's false

➩ what 'demonstrating expertise and value to a business' really looks like for an accountant, and what it most definitely isn't

➩ what most new clients are actually investing in when they hire a new accountant or engage an accountancy practice to help them

➩ how the prospect of a better future and a better now drives new clients to seek value and results over price

➩ why pricing education for accountants is not about turning them into sales people, although selling and persuading remains vital for accounting professionals

➩ what accounting practitioners can practically do to eradicate pricing sensitivity from their sales conversations

➩ how accountants and CPAs can make their proposition more compelling to their prospects and existing clients

➩ the importance of caring and curiosity for accountants and CPAs who want to succeed in practice

➩ why accounting practitioners must see pricing sensitivity as a symptom and not a cause, and what that difference is

➩ 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

NOTE TO LISTENERS:

The 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.

Every 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.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every 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.

Finally, 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.

Martin 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.

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About the Podcast

Accounting Influencers Podcast
Host Rob Brown shows accounting professionals and leaders how to be more influential, grow their personal brand and be more authoritative, relevant and high profile in their roles..
The Accounting Influencers Podcast, hosted by Rob Brown, is a must-listen for accounting professionals looking to strengthen their leadership presence, stay informed on disruptive forces in accounting and build credibility within their firms. Geared toward firm leaders, managers, partners and influencers, the show covers key topics like career development, influence, personal branding and interpreting the evolving trends impacting the accounting world. Rob brings his expertise to each episode, offering insights and guidance on how to grow your personal brand and stay strategically important in a rapidly changing profession. Whether you're aiming to influence within your firm or expand your reputation outside of it, this international podcast offers practical advice and forward-thinking insights that will keep you informed and prepared for the future.
Accounting leadership
Executive presence for accountants
Building influence in accounting
Accounting industry trends
Personal branding for accountants
Accounting firm strategy
Accounting business models
Leadership in accounting firms
Talent management in accounting
Authority in accounting profession
Career development for accountants
Accounting firm growth strategies
Influencers in accounting
Accounting firm management
Disruptive forces in accounting
Accounting leadership strategies
Accounting career success
Accounting firm decision-makers
Accounting business trends
Building credibility in accounting

About your host

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Rob Brown

Rob Brown hosts the multiple accounting podcast and chair conferences, panels and events globally for the accounting and fintech profession. He is co-founder of Accounting Influencers Roundtable (AIR) which helps vendors, experts and influencers serve the accounting and finance world. He is a dynamic speaker and accomplished expert on trust, reputation, employer brand, talent, career development, succession, gen z/generations, employee advocacy and executive presence. Rob is author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk ‘The Personal Brand of You’ has been viewed 400,000 times on YouTube. He is a stroke survivor, has epilepsy, is a committed Christian and has a black belt in kickboxing. He is based in Nottingham UK, home of Robin Hood, plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.