Answers: Why is hourly billing bad? Everyone does it!
Clarity: Complete IMPACT Based Pricing system. No ambiguity about what’s included in the system and clear directions to implement it in your firm.
Relief: from the stress of endless negative cash flow and from competing on price.
Insight: human psychology affects buyer behavior. IMPACT Based Pricing seamlessly incorporates human psychology into every step.
Progress: Pricing will increase as the IMPACTs you create increase in significance. You leave the entry level/commodity level behind.
Accountants, lawyers, consultants, fractional executives, business and executive coaches…this book is for you.
It’s written for small/solo practices by a 27-year solo practitioner who’s walked in your shoes.
Details will differ but you’ll recognize the answers, clarity, insights, and relief.
STOP Leaving Money on the Table gives you the language to have conversations prospects and clients already want to have but don’t know how to initiate.
It brings clarity to moments where confusion tends to stall progress.
You’ll learn to uncover what’s going on with the client/prospect and never have to guess what IMPACTs are significant to them.
The Estate Lawyer had been coached to offer tiers. Every day he labored over the design of three (good better best) tiers for his estate planning services. He tweaked them a bit here and there. He’d show the tiers to a prospect and 85% of the time the prospect would ask if he would swap one thing for another. No matter what he did, the tiers he offered them were never just right.
The critical difference with IMPACT Based Pricing is that he learned to ask what the prospect wanted and then designed customized options. The combination of customization and choice gave prospects the confidence to choose quickly and get started creating their legacy.
The elements of this experience occur in all the firms I’ve worked with. Ask the prospect what’s important to them and design 3 customized options they can choose from.
IMPACT Based Pricing is a system that improves the more you practice it. You start today using some recent history. Within a couple of months, you’ll have new information and data that will help you make better offers for higher fees. That’s okay. It’s so much better than never starting because you’re not yet an expert.
“I just started IMPACT Based Pricing one day. A couple called and I asked them the questions Susan recommends in the Discovery call. It seemed a bit forced at first because I wasn’t familiar, but once the couple started talking, I realized I had unlocked a torrent of needs and desires.
That lead to the first time I used the Choice Framework and designed 3 customized options. They were so relieved to see their needs fully met. They quickly chose and paid for an option. I’ve never looked back.”
is one of the greatest compliments you can get from clients. It makes you happy…for a few moments. But then you start to wonder “Did I get paid enough?”
It’s a critical question for accountants, lawyers, consultants, coaches, fractional executives and other knowledge professionals.
Unfortunately, the answer most often is “no.” Firms like these badly undercharge and they don’t know how to remedy that problem. They are seeking to learn pricing strategy before they lose any more money.
STOP Leaving Money on the Table: Why Firms Badly Undercharge and How to Use IMPACT Based Pricing to Increase Fees is the definitive pricing strategy guide that will help you change your answer from “no” to “YES”.
You’ll use this system for law firm business development and management, for accounting firms that want to offer advisory services, for extraordinary consulting proposals, to stand out from the sea of fractional executives in finance, marketing, and operations, and for business and executive coaches who are changing client’s lives. You’ll see how IMPACT Based Pricing is far more preferable to clients and the firm than value pricing.
You’ll get insight into why undercharging happens and how to eliminate it forever. This begins with a deep dive into how your firm creates life changing IMPACTs, and the traits of people who want those IMPACTs (your Great Fit Client). You’ll learn the single most important question to ask during a “discovery” call. And there is a step-by-step guide to writing offer letters (proposal) with 3 customized options that speak deeply to the client.
Susan Trivers’ passion for small and solo practitioners is palpable on every page. Because she is one herself. She has poured her lessons from 27 years and hundreds of client successes into this book. You’ll be inspired by her journey from hourly billing to value pricing to her innovative IMPACT Based Pricing. If she could do it, so can you.