When Your Clients Tell You They Pay For Your Knowledge, Not Your Time

Sep 30, 2022

Sometimes I feel I get a little stuck on repeat, especially when talking about the importance of swapping out that pricing conversation with a value conversation.

But, I know how much this simple shift in mindset can transform your business.

And it really makes my day when one of my members reaches out and tells me that something I said or shared 'really resonated', 'finally clicked', was a 'truth bomb', 'light bulb moment', a 'break-through', 'mind blowing', a 'big gold nugget', or a 'beacon going off in my head'.

And that's exactly what so many tell me following our Webinars, Live Q&As or as a result of all the goodies in the Pricing Series inside the Academy. And it made my heart sing, every single time!

One of my recent favourites has to be from earlier this week, when Chrissie, who after attending our Webinar - The Bookkeeper's Guide to Pricing and completing the Pricing Series in the Academy, revisited her pricing strategy and had THAT conversation with her clients.

Though instead of it being a PRICING conversation, it was a VALUE conversation.

And the response from her clients was another mind-blowing moment - in all the good ways. Here's what Chrissie had to say about going all in with a value conversation.

"It was such a massive beacon going of in my head when I had that conversation with my clients and they said to me "We pay for your knowledge, not your time".

It was mind blowing.

I was like, oh, why had I not thought about that before...

It gave me another perspective also... One of the things that you discussed in your webinar was about classing your clients A, B, C or D. And that really, again, resonated with me.

I actually really looked at it. And I thought - I have so much more to offer my A and B class clients. Why am I even bothering with these D class clients who really don't care?

I've really just been bumbling along, and all of a sudden I was like, right - I really want to see those D class clients, and even the C class clients go, to then be able to offer even more value to my A and B class clients. So, that was another big break through for me."

It's amazing what a shift in mindset and a little virtual support can achieve! By optimising the value and services you are delivering to your A and B class clients, you can increase your profits and achieve a truly scalable business model.

Have you had a light bulb moment recently? I'd love to hear about it.

And if you want to jump on our next Pricing Webinar- The Bookkeeper's Guide to Pricing, sign up below and be the first to know about the next intake.

Discover more valuable insights from multi-award winning Bookkeeping mentor, course creator, and Bookwiz Academy founder Martine Hoosen on her blog and learn from a trusted Australian industry leader.

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Karen Whitely

Founder, Right Click Business Consulting

"I am so grateful for everything you do for the Academy members Martine.

I've been implementing the fixed prices and proposals strategy over the past few months and what a difference that's made to my business (and my mental health!). The fixed pricing and proposals learnings got me out of a few less than desirable situations and helped me put really strong processes in place to ensure I only take on clients that were the right fit for my business.

I can only say how amazing it's been cutting a lot of the dead wood. I've taken on some lovely new clients who have engaged my services since implementing the proposals etc - many have chosen a higher level than I would have expected. My existing clients have also surprised the heck of me! Some of those have also chosen a higher level than I expected.

I'm no longer chasing money, I know what my revenue is going to be each month and the sense of control over my business is indescribable. The pressure is off beyond what I could have ever expected. I know for a lot of people it's uncomfortable going through this process, but if I could only bottle the level of confidence this has given me and show them what it feels like to have the weight taken off, I'd do so in a heartbeat.

Thank you so much for everything you do for your members Martine. The value you bring is absolutely priceless!"

Chrissie Smith

Founder, Chrissie Smith Bookkeeping

"Thank you again Martine. Everyone in our industry needs to jump on the band wagon of this pricing method!

Lots of knowledge bombs, especially on how to have those value add discussions with existing clients. It was like a beacon going off in my head.

I've finally realised that my clients are happy to pay for my knowledge, not just my time.

I think I just needed that support and I have definitely found it in you & Bookwiz Academy!

Thanks for helping me take these steps. So much clarity, it feels really good."

Brooke Arnott

CEO, The Small Business Lounge

"I have been working with Martine for a number of years now to assist with the growth of The Small Business Lounge.

Having her as my mentor and sounding board has definitely assisted me with achieving my goals at each stage of our business growth.

I would highly recommend Martine and her Academy to any bookkeeper or accounting firm."

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Hi! I'm Martine Hoosen

Welcome to Bookwiz Academy, where I share over 23 years of a multi-award winning bookkeeping, business ownership & mentoring experience with you!

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