28. Menu pricing (top down pricing)
Options
Language
How to price (link price to value)
Add tangible value
Add intangible value
Benefits
Unique selling points
Presentation
Guarantees
Service standards
Payment terms
29. insert practice name
I enclose a cheque for £ ________ (inc. VAT) made payable to Bloggins & Co]
I wish to pay £ ________ by: Visa q Mastercard q
Card No: Security No:
Start date: / Expiry date: /
Cardholder’s name:
Cardholder’s address:
Signature:
38. Behavioural economics
Loss aversion – we hate the idea of missing out
Social proof – we like to do what others do
Inertia – we go with the status quo
Accommodation – we quickly get used to new
status quo
39. Step 2
Offer it to everybody as the default
“Our standard service is what we call the Total Accounting
Solution”
40. Step 3
Carefully designed script to explain they can opt out
“Most businesses like yours go for of our Total
Accounting Solution because it gives them everything
they need to earn more money with less effort, and also
pay less tax. But if you don’t think it’s the best solution
for you, you can always downgrade by taking out parts of
the package.”
41. Step 4
Carefully designed script if they want to opt out
“If you take that out of the package the price comes down by
£300, but just to be clear, you then won’t get to see how well
your competitors are doing, and you won’t get a profit
improvement action plan based on those findings, so you may
miss out on extra profits as a result.”
42. And…
Do it in person – not by post
Do it with every prospect
And do it with every client…
… every year until they choose the default
… and it becomes the new status quo
45. Key learning
Most firms with the highest average fees do it
Design a big package
Offer it as default – “this is how we do business”
Opt out, rather than opt in