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

Log-In• To Ning: http://vcon2015.ning.com • Chat!

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?