communicate value to clientsClearly Communicate Value to Clients

Your clients seek value – that’s no secret.  So, why do clients choose you over the competition? It boils down to one thing – the ability to clearly communicate value to clients.

It’s easy to get confused about how to explain your value. That’s because what you highly value differs from what your clients value.  Since value is subjective, it’s not a blanket statement. Things get even more confusing when you realize each client values a different aspect of your services.

I don’t expect you to lie awake at 3am wondering how to communicate value to clients. Like most accountants, you probably focus on your daily work. You’re not scripting what to say or how to say it.

Something magical occurs when you finally figure out how to explain your value. You start to attract new clients who happily pay your fees. And, it repels the non-ideal clients who cause you headaches.

Lead With Value to Catalyze Growth

When clients realize you understand what matters most to them, they are no longer price sensitive.

These 3 factors communicate value to clients:

  1. Make it about them. Highlight the benefits your clients receive.
  2. Talk with potential clients about their goals and aspirations.
  3. Educate potential clients about your solution to their financial concerns.
When #accounting clients realize you understand what matters most to them, they are no longer price sensitive. Read full post. #getpaidwhatyoureworth Click To Tweet

Why does this matter? Your accounting firm grows significantly faster when you prioritize their needs rather than yours. Clients hire you to solve financial problems, understand their concerns and increase profitability.

Value is Inherently Subjective

Have you ever sat down to think about what your clients’ value most about your services?  Set time aside to answer how your services solve their primary financial challenges. Then list what’s possible for their business once those challenges no longer exist. The answers start to uncover your firm’s value.

Have you ever sat down to think about what your clients’ value most about your #accounting services? Answer how your services solve their primary challenges. Read full post. #getpaidwhatyoureworth Click To Tweet

Remember, no two business owners view value exactly the same way.  The services one client considers valuable doesn’t necessarily carry equal value with the next client.  Although each of your clients receive similar services from your firm, their priorities differ.

Since each client has different needs, avoid offering a single solution. For instance, the priorities of a start-up business differ from a multi-location business. Don’t send a proposal with a single option of how to work with you. Instead, offer package options. Packages give them a choice about how to work with you.

clearly communicate value to clientsProvide Value in Excess of Your Client Fee

Consider how your accounting firm solves your clients’ primary challenges.  Now describe how you exceed their expectations. Prioritize your clients’ needs over yours. Show them how you have their best interest in mind. Then, you’ll have long term loyal clients.

3 ways to exceed client expectations:

  1. Teach your clients the financial basics and how to read reports.
  2. Proactive advice. Give your clients insights regarding their financials.
  3. Recommend apps which improve business operations and strategic growth.

You communicate value to clients when you connect your services to their needs. The solution lies in uncovering the gap. A gap exists between what they want to accomplish and where they currently stand. They’re searching for a solution to eliminate the gap. How does your service remove the gap or bring them closer to their goals? The answer to this question is your golden ticket to working with high value clients.

Don’t Undervalue Yourself!

First impressions are lasting impressions. What do you focus on during your initial free consultations? If you primarily discuss their accounts and current bookkeeping, you blend in with all the other accounting professionals.

First impressions are lasting impressions. Discover how #accounting firms communicate value. Read full post. #getpaidwhatyoureworth Click To Tweet

So, how do you stand apart? Ask great questions about their current business and future plans. Then pay close attention to their answers. The answers offer a glimpse into their present concerns and future plans.

connect the dots to communicate your valueThen connect the dots by showing them how your services fit into the bigger picture. Your value shines through when you emphasize outcomes. That’s a lot more appealing than listing all the steps involved.

There’s more value to outcomes than steps. Let me explain. Stating outcomes and the benefits of hiring you positions you as an advisor. You convey confidence, show interest in their goals and assure them that you possess the necessary skills.  Whereas focusing on steps, tasks and reports, positions you as a technician. It’s perceived as a lower level service. So, take the higher road. Emphasize your expertise instead of the technical steps.

Shift Your Perspective

Take a moment to consider your clients perspective.  Think about what your clients highly value.  Keep their needs top of mind as you communicate value to clients.

Communicate Value to Clients to Earn More

The time has come to attract clients who happily pay your fees. With high value clients you no longer undercharge for your services. When you clearly communicate value to clients and separate your fees from time, your bank account grows. Claim your FREE RESOURCE  today and you will be on your way to earning more without working additional hours.