Parent A: “We are leaving 2 minutes
Parent B: “Would you rather leave now, or in 2 minutes?”
Humans are predisposed to idea of choices.
Why do car wash establishments have more sophisticated pricing than professional knowledge firms?
How you price more important than how much you price.
Sell insurance for things people don’t want, e.g., concierge medicine, dentists, termites, etc.
Sell Access-Level Agreements (Assurance) for things people want, e.g., hairstylists, lawyers (accessibility retainers), CPAs, IT firms—keep systems running.
Ed’s Sage white paper: Creating Access-Level Agreements. Download here.
Items to use to build pricing fences:
- Response time
- IRS Representation
“No Plan Level” puts a price on individual items, e.g., $500 per meeting, etc.
Black Card Level is by invitation only, and if your firm’s highest level of exclusivity.
The Seven Ts Model
- Travel (out-of-pocket expenses)
Ad Agencies can use these additional fences
- Key elements of program
- Degree of customization
- Number of elements
- Number of revisions
- Degree of client help/involvement
- Data archiving
CS3 Technology SERV Access Plan.