1. Ultimate Accounting vCon Summer Intensives: How to Implement Value Pricing and Give Yourself a Raise

2. Where to Get This PowerPoint http://vcon2015.ning.com/

3. CPE To qualify: > / 75 minutes / 5 polling Sandra L. Leyva, Inc. is registered with the National Association of the State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website www.learningmarket.org.

4. Overall Agenda Gain an overview of value pricing so we’re all on the same page See two in-depth case studies of how to implement value pricing Learn the unique sales approach and how to have the “value conversation” with your client Discover how to put together value-priced package options

5. Agenda for This Session Learn what value pricing is See lots of examples of accountants who are already value pricing Gain an overview of the process

6. Our Intensive Sponsors

7. Our Media Sponsors

8. Introductions Michelle Long, CPA, MBA – International speaker/trainer – Co-Host of QB PowerHour

9. Introductions Sandi Smith Leyva, CPA – Business coach to accountants – Founder of Accountant’s Accelerator

10. Log-In To Ning: http://vcon2015.ning.comhttp://vcon2015.ning.com Chat!

11. Value Pricing Facts

12. Value Pricing Process Each client is different; requires unique proposal

13. Value Pricing Process You do need a proposal

14. Value Pricing Process What does client value – Personal relationship – Become a trusted team member – Enhanced decision-making – Provide solutions to my problems – Supplemented my internal resources Source: “How Buyers Buy,” Hinge Research Institute

15. Value Pricing Process Accountants overestimate: – Good value – Economical – Expertise – Great service – Financial impact – Your connections and network Source: “How Buyers Buy,” Hinge Research Institute

16. We can’t guess at this We have to ask

17. Value Pricing Process 1.Design sales process that brings out what the client values 2.Design value- based proposal to present

18. Sales Process An interview Conducted over as many meetings as it takes to: – Get the info – Build trust

19. Sales Process Start with – Qualifying the prospect – Gathering contact info – Gathering needs – Asking for goals (what do they want changed?) – Asking for how will we know when we meet those goals – Tell your story

20. Sales Process Start with – Qualifying the prospect – Gathering contact info – Gathering needs – Quantifying the cost/pain – Asking for goals (what do they want changed?) – Asking for how will we know when we meet those goals – Quantifying the benefits – Tell your story

21. Taking Action What one thing will you do from this webinar?