The Successful Bookkeeper Podcast
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500+ episodes
100+ articles
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Ask TSB · 3 episodes · 1 article
Preview
How do I raise my prices without losing clients?
Answer
Across the episodes, the bookkeepers who raised prices successfully did three things in common — and the order matters.
1. They got crystal clear on the value before the conversation. Every pricing shift in the library happens at a catalyst moment, not from learning a methodology. For Kimme Lafayette it was COVID hitting her cash flow. For Dan Baker it was a client doing $600K in revenue with a $19K T4 — the number was undeniable.
2. They structured the conversation as an invitation, not an announcement. Brad Wolford's "reverse opt-out" letter is the cleanest template: clients had to opt out of the new pricing, not in. Almost nobody opted out.
3. They accepted that some clients would leave — and that's the point. The clients who don't pay more are usually the clients draining your evenings and weekends. Letting them walk is what unlocks the capacity for the next tier.
Sources
522
Reverse Opt-Out Pricing — From $14K in Year One to 11 Staff
"I told them the new price was going into effect. If they didn't opt out, that's what they'd pay. Less than 5% opted out."
481
Value-Pricing Your Way Through a Crisis
"COVID hit and I had to pick — drown or rebuild. Value pricing was the rebuild."
407
The $600K Client Who Changed Everything
"A client doing $600K in revenue paid his kid $19K on a T4. That was the number that broke me."
📝
The Two Critical Mistakes Bookkeepers Make in Pricing Their Services
"Most bookkeepers underprice because they're charging for time instead of the outcome. Fix the frame and the conversation changes."
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Find what you need by topic.
Raising prices without losing clients
33 episodes
Making your first hire
22 episodes
Firing clients who drain you
7 episodes
Installing systems that run without you
22 episodes
Scaling a real team
19 episodes
Building a 6-figure solo practice
24 episodes
Mindset, burnout & the ceiling
31 episodes
Selling, exiting, legacy
16 episodes
What bookkeepers are asking.
Browse the archive.
EP328
Shelli Warren - How To Upgrade Your Leadership Skills
30-sec brief
Shelli Warren, team and leadership coach with Biz Chix and host of the Stacking Your Team podcast, talks about developing people into leaders.
EP327
Spotlight - Lasse Kalkar - Transforming Your Bookkeeping With Automated Services
30-sec brief
Lasse Kalkar, founder and CEO of LiveFlow, discusses how automated systems can help you save time and offer better value and advice to your clients.
EP326
Andrea MacKenzie - How To Create A Conscious Leadership Mindset
30-sec brief
Andrea MacKenzie, founder of Lead with Harmony discusses how to build a conscious leadership mindset, to help you create the right conditions to find, train and trust the right people in your business.
EP325
Karla Dembik - How To Build The Road Map To A Successful Bookkeeping Business
30-sec brief
Karla Dembik, owner of Phoenix Payment Processing, talks about how you can create your own path to success.
EP324
Erin Daiber - Healthy Boundaries And How They Grow Your Bookkeeping Business
30-sec brief
Erin Daiber, CEO of Well Balanced Accountants talks about self-development work and the need to find people who can help us avoid the same pitfalls and traps common in the bookkeeping industry.
EP323
Spotlight - Ron Baker & Ed Kless - How To Find The Right Model To Suit Your Business - Part 3
30-sec brief
Ron Baker and Ed Kless, co-hosts of The Soul of Enterprise podcast discuss the power of tying your wealth and revenue to access service, innovation and transformation that takes customers from where they are to where they want to be.
EP322
Andrew Wall - Why Continuous Learning Is Vital For Your Bookkeeping Business
30-sec brief
Andrew Wall, managing partner of CPA4IT, discusses the need for continuous learning to keep up with evolving technology.
EP321
Louie Prosperi - How To Build Relationships To Improve Your Bookkeeping Business
30-sec brief
Louie Prosperi, founder of Strategic Clarity and our new Spotlight session host, discuss the advantages of learning from others, and the upcoming Successful Bookkeeper events.
EP320
Spotlight - Ed Kless - Discovering Effective Valuation In The Subscription Model - Part 2
30-sec brief
Ed Kless, senior director of Sage Accounting Solutions and co-host of The Soul of Enterprise podcast talks about unlocking the potential of subscription modeling.
EP319
Coreen Wright - How To Build A Community By Finding Your Tribe
30-sec brief
Coreen Wright, President and Owner of Faith Accounting and Consulting Services, talks about overcoming limiting mindsets to leverage your skills and connections to create the perfect bookkeeping business for you.
EP318
Natalie Eckdahl - Why Having A Niche Can Save Your Bookkeeping Business - Part 2
30-sec brief
Natalie Eckdahl, founder of BizChix, discusses the need to focus on a bookkeeping niche.
EP317
Natalie Eckdahl - How To Build A Successful Mindset - Part 1
30-sec brief
Natalie Eckdahl, founder of BizChix, talks about shattering glass ceilings, empowering women in business and how to create the life of your dreams.
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