How I got 34% higher price

Mark Wickersham • September 17, 2020

What if you could confidently raise your prices and have clients happily agree— without hesitation?


Many accountants and bookkeepers struggle with pricing. They fear that raising rates will drive clients away or that switching to a value-based model will be too complicated. But what if there was a better way?


In this post, we’ll walk through how Bev Peltzer, Owner of Perfectly Balanced, successfully transitioned from hourly billing to value pricing using Effective Pricing software— and increased her revenue by 42% in the process.


The Pricing Challenge: Why Hourly Billing Holds You Back


Bev, like many bookkeepers, had been charging clients an hourly rate for years. She believed this was the fairest approach, but it came with major challenges:

  • You'll have unpredictable income because revenue fluctuates depending on how many hours you work.
  • You'll have limited earning potential because the only way to make more money is by working more hours.
  • You'll face client hesitation because they often question how long tasks will take and push back on invoices.


She knew she needed a better way to price her services, but she wasn’t sure how to switch to fixed pricing without losing clients.


Making the Switch: From Hourly Billing to Value-Based Pricing


Determined to take control of her pricing, Bev decided to test a value pricing approach with one of her long-time clients. Here’s how she did it:


Step 1: Creating Pricing Packages


Instead of simply raising her hourly rate by 20%, Bev used Effective Pricing software to create three structured pricing packages:


  1. Essential Package – Included the core services her client needed.
  2. Full Package – Matched the services she was already providing.
  3. Premium Package – Included additional reporting features the client had asked for but never received before.


Step 2: Presenting Pricing with Confidence


Bev didn’t just send a number and hope for the best. Instead, she:


  • Created a one-page brochure outlining the three options.
  • Focused on the value of each package instead of just the cost.
  • Used Effective Pricing software to ensure the prices reflected the real worth of her services.


Step 3: Giving the Client Time to Decide


At first, Bev’s client wasn’t sure which package to choose. She was interested in the Premium Package but hesitated at the price difference. Instead of pushing, Bev:


  • Left the pricing options for the client to consider.
  • Scheduled a follow-up meeting in two weeks.
  • Provided a sample of the reporting features included in the Premium Package.

The Results: A Pricing Breakthrough


When Bev met with her client two weeks later, she was ready to discuss pricing. But before Bev could ask which package she preferred, her client said:


“I thought we were going with the Premium!”


Not only did the client gladly agree to the highest-priced package, but she also signed up for the same package for her second company.


Total revenue increase: 42%.


Why It Worked: The Power of Pricing Options


Bev’s success wasn’t a lucky break—it was the result of smart pricing strategies enabled by Effective Pricing software. Here’s why her approach worked:


  • Clients prefer choices because instead of a take-it-or-leave-it price, they feel in control of their decision.
  • Value-based pricing removes price objections because clients focus on benefits, not just cost.
  • Data-driven pricing increases confidence because Effective Pricing helped Bev price her services based on value, not time.


Takeaways: How You Can Do the Same


If you’re still stuck in hourly billing, here’s what you can learn from Bev’s success:


  • Stop trading time for money because your value isn’t measured in hours worked.
  • Offer multiple pricing options because it lets clients choose what works best for them.
  • Use pricing software to remove the guesswork because Effective Pricing makes it easy to create structured, value-driven pricing.


Ready to Price with Confidence? Try Effective Pricing for Free


Bev’s story isn’t unique—accountants and bookkeepers everywhere are making more money and winning better clients with Effective Pricing.


Want to see how much more you could be earning? Try Effective Pricing today for free and start pricing your services with confidence.

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