Practice tip: Increase the perceived value of your services

To win and keep clients you can either lower your fees or increase the perceived value of your services. The latter is invariably a better approach so here are three practical ways you can do this:

1 Take price off the table

This is easier said than done of course. One approach that can work is to focus on the year-round value of your services and your approach beyond completion of the recurring compliance related obligations. Highlight how your ongoing support benefits clients in the long term.

2 Anchor your fees

Clients often don’t understand the intricacies of your work. Without a clear explanation they just want the lowest fees. Consider the three types of prospective clients:

• Unhappy with their current accountant.
• New to business and accounting.
• Struggling to meet legal obligations and facing fines.

The third type should be easiest to win. Emphasise how...