Find the sweet spot for your target client.
By Sandi Leyva
The Accountant’s Accelerator
Many accountants serve clients with extremely small businesses that gross six figures a year or even less. These clients are prone to being price-sensitive and often struggle with budgets and cash flow. If you’re serving these clients, you’re definitely meeting an important need in the marketplace, but you may also start to question your own prices, or worse, underprice your services.
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The good news is that, on average, the higher revenues a company earns, the more likely they are to be a higher-quality client for you. Owners with larger companies, on average, are less price-sensitive and less emotional about running their businesses.
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