Our vacuum cleaner recently decided to blow up, smoke and all from the motor, it clearly was not happy to extract the dust and long blonde strands of daughter hair from the floorboards for a single day longer!  So, off to the electrical store to organise a new vacuum cleaner we went.

I have had my eye on one of those robot vacuums for quite some time, thinking it would be nice to have the floors done daily with zero effort from moi.  I had done some “googling” of feedback on the different brands and had narrowed it down to one, the iRobot, alas there were 4 models ranging in price from $600 to $1500, wow, what a price difference and they all look the same  at a glance, just in varying shades of grey and black.  So why would I purchase the $1500 model when I can buy the same thing for less than half the price?  Or is it the same?  So I ask the sales assistant what the different features are and what do they mean for my vacuuming experience and the state of my floorboards – and guess what? I ended up purchasing the $1500 model as it does more of what i need than the cheaper version.

The difficulty you will have when your prospective client asks “how much” is that they won’t very often have a good understanding of the bookkeeping function and what a great bookkeeper can mean to their business. The only question they think to ask is “how much”, your job is to steer the conversation towards the things that you can do to save them time or clean up a mess or get them on a pathway to less stress and organisation as well as understanding how well their business is performing and manage change to support growth and prosperity.  Then the price does not matter so much because a value proposition has been placed and your services has relevance and meaning