"Do not be tempted to undervalue yourself just because it happens to be something that's fast or easy for you to produce."
-Casey Brown
In the finale of this two-part series, pricing expert and president of Boost Pricing, Casey Brown, returns to share how bookkeepers can move from fear-based pricing to confident, value-driven conversations. She explains how to stop pre-discounting, test your true pricing ceiling, and communicate your worth with clarity and confidence.
In this interview, you'll learn:
- Why pre-discounting hurts your profits
- How to identify & attract better, higher-value clients
- How to package & present your services with confidence
Connect with Casey on LinkedIn.
To buy her book, Fearless Pricing, click here.
Watch her TED Talk, or video on 12 things I Hate About Hourly Billing.
To learn more about Boost Pricing, click this link.
Time Stamp
02:03 – The two types of discounting: negotiated & pre-discounting
03:52 – How to test your true price ceiling
04:54 – Overcoming scarcity mindset & fear of losing clients
06:02 – Why fewer clients at higher prices can be more profitable
08:44 – Letting go of price-sensitive clients who drain your energy
10:43 – Why bad clients cost more than they're worth
11:13 – The gender gap in business pricing & confidence
12:45 – How women undervalue their services & why it costs them
13:52 – Messaging & packaging your services for higher value
15:17 – Half of pricing success is the number; half is how you frame it
16:52 – Stop obsessing over numbers & focus on context
17:47 – The problems with hourly billing models
18:47 – Why fixed-fee & value-based pricing work better
19:26 – When & how to offer pricing packages
20:47 – Avoid overwhelming clients with too many choices
22:28 – Be the expert—guide your client's decision
24:31 – Why clear messaging builds trust & confidence
25:57 – The Picasso lesson: charge for your experience, not your time
26:58 – How to articulate the process & value you deliver
27:21 – Where to find Casey's free resources, book & programs
28:42 – Fearless Pricing community & how to join
This episode is brought to you by our friends at Dext!
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