3 other ways to differentiate yourself.
By Sandi Leyva
The Accountant’s Accelerator
I hear more accountants grumbling every day about how price-sensitive their prospects and clients have gotten. And they are right, to a degree. The economy has caused even the rich to count their pennies, and the percentage of people who look at a price tag before they buy has increased over the last five years.
MORE ON SMALL-FIRM GROWTH STRATEGIES: Stop Thinking Small | 5 Solutions When Clients Balk at Price | Make Your Services an Investment, Not an Expense | 9 Ways to Boost Your Value (and Your Fees) | 9 Ways Accountants Throw Away Profits | 9 Ways to Increase Sales through ‘Power Networking’ | 5 Things You Know That Clients Don’t | 3 Ways to Test Your Revenue Forecast
Yet studies show that roughly 54 percent of buyers are NOT price-sensitive, and I would be willing to bet even more are selectively price-impervious depending on what they buy: women’s shoes, men’s cars, personal services, jewelry, vacations, cosmetics and hair, to name a few exceptions.
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