Stop Competing on Price

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Stop Competing on Price

Confidently Answer the “What’s Your Hourly Rate?

Published

March, 2024

Loren Fogelman

Learning Objectives

To discuss and master redirecting pricing inquiries to value-driven discussions, minimizing the emphasis on hourly rates.
To identify and articulate the underlying queries behind the direct "hourly rate" question to address client needs effectively.
To analyze the downsides of premature rate sharing and its impact on value perception and client relationships.
To inspect and implement a comprehensive 4-step strategy to secure appointments without divulging pricing prematurely.
To analyze how to cultivate confidence in positioning expertise and value propositions, leading client interactions beyond price competition.

Course Description

Ready to transform your client interactions? Picture this: the dreaded question hits—"What’s your hourly rate?" You pause, then confidently guide the conversation away from price-focused negotiations.

Instead of rushing to disclose rates, discover a game-changing approach that shifts the dynamic in your favor. Your pricing strategy shouldn’t be about racing to the bottom; it’s about showcasing your value without falling into the hourly rate trap.

In this CPE Business Management webinar, you'll unveil the secrets to earning more by avoiding the price competition. Learn the pitfalls of prematurely revealing your rates and dive into the real question your clients want to ask. Master the art of steering the dialogue towards value and expertise rather than dollar signs.

Major Topics Covered:

The raise your rates formula
What’s behind the question? - comparison
Do you confidently communicate your value?

Walk away armed with a precise 4-step method that secures appointments without divulging your rates upfront. Elevate your client interactions, boost your confidence, and position yourself as the expert they need—without getting caught in a race to the bottom. It’s time to redefine your approach and stop competing on price.

Overview

The raise your rates formula

6 mins
Silver, gold, and platinium packages

17 mins
Focus on higher level advisory services

28 mins
Share the solution

38 mins
Underestimated the scope of the project

45 mins

Webinar Qualifies For

1 CPE Credit of Business Mgmnt and Org for Certified Public Accountants (CPA-US)
1 General Credit of Business Mgmnt and Org for Accountant/Bookkeeper/Tax Professionals
1 CPD Credit of Business Mgmnt and Org for CPA in Canada
1 CPE Credit of Business Mgmnt and Org for Certified Management Accountants (CMA)
1 CPD Credit for Association of Chartered Certified Accountants (ACCA)
1 CPD Credit for Chartered Accountant - ICAEW
1 CPD Credit for Chartered Accountants - Scotland
1 CPE Credit of Business Mgmnt and Org for Iowa Licensed Public Accountant (IA-LPA)
1 CPD Credit for Chartered Accountants - Ireland (CAI)
1 CPD Credit for CPA - Ireland
1 CPE Credit of Business Mgmnt and Org for Maine Licensed Public Accountant (ME-LPA)
1 CPE Credit of Business Mgmnt and Org for Delaware Licensed Public Accountant (DE-LPA)

About Instructor

Loren Fogelman

Business Coach, Business Success Solution

Loren Fogelman is a keynote speaker and one of America’s top ranked business coaches. From 2018 to 2021, she continues to be recognized by HubSpot in its annual list of the world’s top 22 business coaches.

She delivers talks and workshops across the United States at major conferences such as Inbound, one of the world’s most esteemed content marketing events for entrepreneurs, as well as many niche accounting conferences.

Loren is an expert in pricing strategy and sales for accounting professionals. She coaches them to shift away from the “dollars-per-hour” pricing trap to a value-based pricing model. This allows her clients to reduce workload by as much as 50% while doubling revenues.

She’s a regular contributor to Intuit’s Firm of the Future series, Accounting Web and the author of two Amazon best seller books: The Winning Point: How to Master the Mindset of Champions and The Success Solution: Break Through Limiting Beliefs for Business Success.

Ready to value price your services? Discover how to double your income while working half the time. Claim your FREE RESOURCE to separate your fees from your time at https://www.businesssuccesssolution.com/value-book/.

Additional Information

Duration

1 Hour

Course Level

Basic

Instructional Method

QAS Self Study

Pre-requisites

None

Advance Preparation

None

FAQ’s

Click Here to View

NASBA APPROVED

MY-CPE LLC, 1600 Highway 6 south, suite 250, sugar land, TX, 77478

MY-CPE LLC (Sponsor Id#: 143597) is registered with the National Association of 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.NASBARegistry.org.

Ratings and Review

4.6

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Very Good

Average

Poor

Terrible

Kristi Buckalew, CPA (US)

Great overview of pricing and positioning.

Bertrand Maimo, CPA (US)

Excellent class

Tyler Schmidt, CPA (US)

great

Sam Jarrar, CPA (US)

good

Morgan Watters, CPA (US)

Would like to see more detail on the slides for reference later on

Course Preview

1 Credit

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Subject Area

Business Mgmnt and Org

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Stop Competing on Price

Course Details

Learning Objectives

Course Description

Overview

Qualifies for

Webinar Qualifies For

Presenter Details

About Instructor

Loren Fogelman

Other Details

Additional Information

1 Hour

Basic

QAS Self Study

None

None

FAQ’s

NASBA APPROVED

Ratings and Review

4.6

Kristi Buckalew, CPA (US)

Bertrand Maimo, CPA (US)

Tyler Schmidt, CPA (US)

Sam Jarrar, CPA (US)

Morgan Watters, CPA (US)

Subject Area

Unlimited Access Plan

Inclusions

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