Do You Give Your Prospects a Fee Choice?
At the annual conference for the Association for Accounting Marketing held last week in Chicago, I heard one speaker suggest that instead of providing a range of fees, firms might create a menu of options. In his experience, this is what the business owners prefer.
The next time you put forth a proposal, why not try providing a series of choices, so that prospects can have more control over their fees. If you price each service, or bundle of services, in an a la carte style, they can select those services they find most relevant and critical - and they know they can control the fee arrangements more effectively.
This is just one idea that came out of the three day conference; I will share several more with you over the next few days. I hope they are helpful!
Sally Glick, CMO, Principal, Marketer of the Year in 2003 and AAM Hall of Famer in 2007, will lead a lively discussion of the constantly expanding roles of marketing and the professional marketers that drive this initiative in accounting firms of all sizes.