Episode description

Episode 74. In today's practical episode, "What Works for Accountants When Budgets Are Small."

Key takeaways from this episode include:

➜ what makes cost the biggest issue in pricing conversations for accountants

➜ why 'we don't have the budget for that' is often a true statement from prospects of accountants

➜ the mistake accountants make when they misinterpret a small budget to mean 'we have no money'

➜ why having no money is not the same as having no budget for accounting products and services

➜ the realities of budgets and how accountants can help potential new clients reallocate spend

➜ the number one thing that what gives accountants and CPAs the power to direct budgets in pricing negotiations

➜ how accountants can justify value and ROI with prospects who engage their accounting services

➜ an example conversation between an accountant and a potential client to address the small or no budget objection

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NOTE TO LISTENERS:

The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week's episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services - the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don't buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show's 22,000 unique listeners in 150 countries around the world. If you like the show and listen to multiple episodes, we'd really appreciate your appreciation with a review or rating. As most of our listeners tune in via Apple podcasts...

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