In this episode I am joined by Jon Manning of Pricing Prophets and Sans Prix. Jon speaks of his vast experience in pricing. He talks about his journey from NFI (no F idea) to cost plus pricing to dynamic pricing and ending up with value pricing.
Listen for Jon’s 10 pricing tips.
Recently Jon presented at the CPA Congress Victoria (Australia) and was amazed at what he heard.
The top three items he heard were :-
1. 45% of accounting firms do not segment their customers. Segmentation allows you to market differently and price differently to different clients.
2. They said they don’t refer outside their industry (and shouldn’t). Why? Why? Why?
3. Concerned about valuation of their business.
It was all about them not about their customer. Whether you are an accountant, web developer, freelancer or consultant these are valid points for anybody.
What is value to a customer – it is a feeling.
Jon’s slides from his presentation are here
Jon’s 11th Pricing Tip.
Jon Manning –