Some of the most popular episodes of the Art of Value Show are my conversations with Susan Fenneman, our Dean of Success. For this episode, she and I selected a handful of topics for discussion. The catch is, we did not share the topics with each other before hitting the record button. It is an unscripted conversation that is a glimpse into the internal conversations at Art of Value. We call it an “un-episode” to describe the open format of the show. Let us know if you like the format (no not) by leaving a comment below the show notes.
Value Pricing With A Process
* Accountants have problems learning value pricing because the gray area is more challenging for the way their minds work.
* Andrew Robertson teaches a process to ease people into value pricing.
* One of our customers contacted us to let us know that the process we worked with her on is working in her business.
* While Andrew's process eases accountants in, our process is more how to jump in feet first.
* Andrew's process allows the “lowest level” employee to do the basics (tax/compliance) and use the partners' soft skills to price their more strategic work.
* Firms can also offer the benefit of no timesheets to attract a higher quality entry level employee.
* Kirk bit the bullet, made the commitment and jumped off the cliff to value pricing.
* Andrew has found a way to get past the objections and provide a bridge to embrace value pricing in accounting.
* We teach a methodology which is one-third sales process.
* Our customer said that because she had the process and followed it, the outcome was better.
* There is value in the process of implementing value pricing.
TurboTax vs. Accountants
* You get what you pay for with cheap accountants.
* The process with TurboTax provides you with options to fit your specific tax needs.
* It also offers a community where you can ask questions.
* Accountants that are on our show are good accountants, and some small businesses (or side hustles) cannot afford good accountants.
* Some small business owners do not need the added value that good accountants provide, yet.
* Billing by the hour is not a business model.
* It is frustrating to have to pay to correct mistakes when you are working with someone who bills by the hour.
Packaging Services by the Hour
* Massage therapists and counselors are good examples of professionals limited by time.
* What if the session was not bound by time?
* What if you could stop early or extend the session past the expected time if you were in the middle of something?
* Create margin to allow sessions to run long.
* The Royal Pains TV show demonstrates how concierge medicine might be practiced.
* You can be paid on retainer, not take insurance and bill for extra services.
* The monthly charge per person per month for a doctor is like an access level agreement; she will not see people who do not have an agreement.
* The further we can get away from time as what we sell and how customers think of it, we can provide more value and charge for it.
* If a provider worked on the margin philosophy, he could improve his patient/customer base as well.
* Ideas for options for on-call massage therapy options:
* Standard is a 1-week turnaround.
* Premium is 3-day access.
* Exclusive VIP Members provide 1-day access,
