EP494: Etinosa Agbonlahor - The Science Of Pricing For Bookkeepers - Part 2

Etinosa Agbonlahor with Dext ad: Anyone who grows plants, keeps plants, knows that sometimes you have to trim some of the plants to have an overall healthy— so you have to trim the leaves to have an overall healthy plant. Not every customer will come with you as you grow your business, and that's actually a good thing. It keeps your business efficient and healthy. You're listening to The Successful Bookkeeper with your host, Michael Palmer. Listen each week as inspiring guests share their secrets of success to help you increase your confidence, work smarter, and build a business you love. This episode of The Successful Bookkeeper is brought to you by purebookkeeping.com, the proven system to grow your bookkeeping business. Welcome back to The Successful Bookkeeper Podcast. I'm your host, Michael Palmer. And in the finale of our conversation with Etiosa Agbonlahor last session, we moved from the big picture into the practical. How the smallest details can dramatically shape the way clients respond to your pricing. Let's get into it right now. Bringing it back, I'd love to know what resistance like people— you help people change. Like right now, we know our listener, many of them, they've got something that's working like you said, oh, it's my price. I can't change it. I mean, that's— people might even know that it's broken. I shouldn't say that it's working. It's working, but not working as well as they probably want it to work. I bet you if we polled the audience, we'd have a lot of hands going up saying, yes, I know I need to raise my prices. I know I need to change how I price, you know, this whole hourly versus value pricing or fixed pricing or whatever the case might be. How, how do we get people to change and take that step faster or more often? So this is taking the step of reviewing their prices more consistently.

Changing. So our bookkeepers, I mean, I know bookkeepers and one of them is probably listening, been talking about changing the way they price for years. Right. And it's very difficult to do. And she, she— this I'm giving it away, but she has. Changed it many times, but every time it's like really hard, really difficult emotional connection to it. What are people going to think? What are my clients going to think? Am I going to be able to— will they pay this price? A lot of that. And I guess I'm probably answering my own question. I'll go talk to your customer and find out. But that whole emotional connection to it and the resistance to