Value (or improvement) is always more important to your better clients than just services.
I can buy compliance services from anywhere. My decision on which accountant I buy them from will come down to how much I’m charged, what tech the accountant uses and, sometimes, how close their offices are to mine.
When I’m looking for a professional to advise me by using the compliance work as the basis for their advice, I want a specific result in my business and what I’m paying you for is NOT to provide some compliance services; but rather to help me achieve my desired result.
Your ‘better’ clients (those who pay more, are nice to work with and even referral sources) want your help to improve them, not just to keep them compliant.
If you don’t want crappy clients, don’t offer a basic service at a crappy price.
They’ll take it and then tell their friends who’ll want it too.
Not all new business is good new business.
To your success,
Martin Bissett
