by MHolland | Jul 5, 2024 | Business Tips, Selling Tips, Systems
Three tier pricing – sounds fancy, what the heck is it for?
I love stealing ideas from other industries and applying it to ones no one expects would fit.
When we had an office in Victoria, BC we ushered clients into our conference room, and presented them with a leather-bound menu. As in a high-end restaurant.
We offered large, organic lattes, and expressos. Organic teas, and organic snacks from the Cascadia bakery up the street. Oh, and fresh squeezed orange juice.
In an accounting office??
Yes! And it blew people away. We had clients who would stop in, order a latte, and ask if they could work in our conference room. They loved it, and so did we…
Okay, back to the topic at hand – 3-Tier pricing.
Which industry are we “stealing” this concept from?
3 Tier Pricing in The Software Industry
The pioneers of 3 tier pricing are software companies. Precisely, companies offering software as a service online, in the cloud.
They did it for 2 exceptionally good reasons.
First, let us define it…
3 Tier pricing (we have all seen it by now) is where a software company offers 3 levels of pricing. The levels can be called anything.
Examples are – Core (level 1), Professional (level 2), and Pro Plus (level 3).
Or, Bronze, Silver, Gold.
I have seen a gazillion labels being used. The labels are less relevant as the simplicity of seeing quickly what is included in each level.
By the way, I have never seen 2 tier pricing, nor have I seen 4 level and above.
Two tier is too basic, and anything above 3 levels is too complex.
Simple choices lead people to decide.
Complex choices stop people from deciding (even when they want what you are offering).
What is The Purpose of 3 Tier Pricing?
First, it gets more people try out what you are offering because they can start at a basic, cost-effective level with your core service.
Second, and most important, it gives people real value and does not mean you reject good, potential new customers or clients.
Third, by giving people a choice you do not need to go into hard negotiations on discounting. You have done the discounting for them.
How to Implement 3 Tier Pricing?
Number one, come up some creative and relevant labels for the 3 tiers you want to create.
Start with your basic level and add features that you are offering in a language that your customers/clients will understand.
Make sure they are benefit driven and what they really want.
In the basic level, do not include too much.
Why not?
Because if you include too many features there will be zero motivation for your clientele to move up to the next level.
Make Sure Level 1 is Profitable
Offer enough features in level one that will delight your clients. (Do not leave them starving for more!)
Set the pricing at a level that will encourage people who cannot afford the higher levels to buy.
Set the price of level 1 at the value you feel your clients/customers will pay.
Do not think of your costs.
Now Reverse Engineer Your Offering
Now that you have tentatively set your price, look at what your costs will be for delivering this bundle of products and services.
Make sure you are profitable.
The beauty of 3 tier pricing is that, even at the basic level you will have clearly defined what is included in your offering.
If your clientele demand more, they have simply moved up to the next level of services.
If they do not want the next level, you simply can add some features and add additional pricing for them.
How to Setup Level 2 of Your 3 Tier Pricing?
For level 2, add new features, unavailable in level 1, that you know many of your clients want and will value.
Many of your customers/clients will choose the middle level.
It has to do with core psychology of us humans.
Many of us, do not want to be in the Basic level. Yet, we may have sticker shock with the premium level. The mid tier level will fit most of your clients.
Therefore, spend more time at this level to get it exactly right.
Include more features than the Basic Level, yet not too much more, or it will cost you too much to deliver the total package.
Your Top or Gold Level Package
For the Gold level, add all the features that will offer a white-glove level of service, and will be priced accordingly.
Once done, you will end up with a kind of bell curve of new clients. 20% may choose level 1, 70% level 2, and 10% the Gold or top tier level.
Once you have set your included features, sharpen your pencil, and see if you can profitably offer the Gold package.
It will do you little good to offer so much and find out it will be costing you even more to deliver to your Gold clientele!
How to Present your 3 Tier Pricing?
If you are doing presentations to your customers or clients either online or in person, then here is how it should proceed…
Start with your Gold level. Go through your Ultimate, Level 3 package with all your bells and whistles.
Why?
In order to create some sticker shock!
If you see your client having difficulty breathing after showing level 3, you are doing good! 😊
Once the sticker shock has passed and your client is breathing again, you can present the other 2 tiers.
Many will choose the Silver Package or Level 2.
It will occur as more affordable and just the right amount of features.
For those with tighter budgets, or just wanting to check you out, they will go with Level 1, or Bronze.
In Summary
If you only offer one size pricing, you force your clients/customers into a negotiating stance.
They may want you to strip out features and reduce the price.
By offering the tiers, you leave your customers with the opportunity to simply choose for themselves.
This leads to more customers, and happier customers, who are getting exactly what you promised.
Last bit of advice – do not offer too much in the lowest package, or all of your prospects will choose that level.
And, also, do not offer too much in the middle package or your costs will be driven up.
Thanks for reading….
by MHolland | Jun 27, 2024 | Business Tips, Systems
In business it is quite easy to fall into a common mindset trap…
I call it the Strategic Mindset Trap.
What do I mean?
The Strategic Mindset Trap
Being strategic is not a bad thing. As a kind of mindset or initial focus for your business, it is deadly.
Having a strategic mindset is when you look at everything through the lens of “how can I maneuver my business to make money based on what the market will pay for?”
Everything is based on the following distinctions:
- How can I make money?
- What are people paying for now?
- What do they need?
- How can my business add more services to take advantage of what people will pay for?
So, what is wrong with that?
Nothing. It is just in the wrong order.
The right questions and focus have been neglected if you start with strategy before this…
Vision Comes First
Why are you in business?
What excites you?
What will get you out of bed early in the morning and keep you up late?
What difference do you want to make for others?
If you are only in business to make money, you will not be able to sustain your focus for the long-term.
Here are some examples of a vision statement –
“To give our clients the tools, system and support to create an extraordinary business.”
“To empower entrepreneurs to make better, faster decisions to help their businesses and families prosper.”
“To help small businesses grow by providing automated and reliable accounting services.”
Do you see how the focus is entirely on being a contribution to others?
Boring Strategy Statements
“We will do 5,000 tax returns this season (subtext – so we can make a lot of money and take a few months off work).”
Maybe the business is passionate about doing 5,000 tax returns, if yes, it should be stated as something about the people the business has the privilege to serve.
“We love to legally save taxes for our clients, so they have more money in their pocket.”
Shiny Object Syndrome
Strategic thinking leads to shiny object syndrome.
When a businessperson is thinking strategically, they tend to look at every new idea that passes their desk as an opportunity to…do what? make money of course.
When you have a burning why for your life and your business, you get focused.
What fits your why, you grab. What does not fit you say no to.
When do people get the most strategic in their business?
A Business in Trouble
What I have seen in my coaching of hundreds of businesses is that when a business is in financial distress, they slip into strategic thinking.
They are desperate for a way out of their cash-flow woes.
Every shiny object becomes an answer to their dilemma!
And the problem is this – it will not last.
Without a burning why, you cannot sustain a strategic focus.
Money is never a long-term motivator – for you, nor your Team.
The best thing to do when having cash-flow woes is to revert to your why.
What to Do Next?
Once you have your why, re-focus on your service/product deliveries and create something unique. Package it in a unique way so you stand out from the others.
Find out what problem your why solves.
Price your product and service in a way that relates to the value you bring to your customers and clients.
In Summary
Here are some questions to help develop your why statement…
- What do I love to do? What am I passionate about?
- What impact do I want to make in our customers/clients’ lives?
- What problem does my business solve?
- How can I package my services/products in a unique way that excites me, my Team, and our customers/clients?
- What are people willing to pay for?
- What am I good at, or willing to get good at?
Even if you have a well-established business, these questions can help you get re-focused on what really matters…. making a difference for others.
Lastly, I am sure you noticed that strategic thinking is all about you, and visionary thinking is all about making a difference for others.
Thanks for reading…
by MHolland | Jun 20, 2024 | Accounts Receivables, Cash Flow, Cloud-based Accounting
When is a sale a sale?
When the services are completed and you send an invoice?
Okay, that may be when you book the sale in your accounting ledger, true.
Consider this…
A sale is not a sale until the money hits your bank account.
This is not how we do it in accounting unless we are running a cash business.
I have witnessed many businesses get aggressive in selling just to report impressive top-line growth.
What gets missed are these things:
- Time it takes to collect.
- Customer satisfaction.
- Credit worthiness of your customer.
- Your Gross Margin (I will explain…).
- The accuracy of your invoice.
- Did you fulfill what was agreed upon?
- Follow-up.
Time To Collect
The longer it takes to collect the less likelihood you will collect.
On a graph it will look like a Black Run downhill ski slope. As time goes on the percentage declines drastically.
Again, a sale is not really a sale unless you can collect it!
Customer Satisfaction
What the heck does customer satisfaction have to do with getting cash in the bank?
Well, when you think about it, an unhappy customer/client will likely resist paying you on time.
This loops back to number 1 above, “Time to Collect”.
This is a toxic cycle where an unhappy customer ignores your invoice and then refuses to pay down the road.
One way to avoid, is an outgoing customer satisfaction survey at the point of sale or shortly after.
Unhappy results can be nipped in the bud before it is too late.
Credit Worthiness of Your Customer
Have you done a credit check?
I remember checking the books of a business in a small town that sold electronics and home appliances.
Their sales were terrific! As in, off the charts for a small-town store.
The problem was that (on further examination of their accounts receivable) the sales staff were paid solely on sales commissions. It did not matter if the customer paid or not.
Credit sales were accepted often without background checks.
We discovered a TV had been sold to a fellow in prison! 😊
Hmmm, try collecting that one without backup!
Can these really be considered sales? More like store theft…
Your Gross Margin
Look at your Gross Margin as a main Key Performance Indicator by product line every week/month.
I know that this has less to do with, “when is a sale a sale” and more to do with cash in the bank.
Why?
Because if gross margins are declining it means:
- Discounting is happening.
- If discounting is happening, margins will be less, and perhaps not enough to cover your fixed costs.
- It also could mean that the business is less competitive and getting desperate to make sales at a lower margin.
The Accuracy of Your Invoice
Sales invoices should be sent out with 100% accuracy and fast. At the point of sale or rapidly after.
If you send out invoices that are inaccurate, your customers may, again sit on them, and refuse to pay.
The longer they are outstanding, remember the likelihood goes down that you will collect.
Did You Fulfill Your Agreements?
If the expectations of the sales transaction were not met, or there was any underperformance, then your customer/client may refuse to pay.
And often they do not tell you when they are irritated by underperformance, They just do not pay.
Again, a sale is not sale until the money hits your bank account.
Follow-up
When should you follow-up on your sales?
Within days.
Ask the correct person (usually an accounts payable clerk at your customer’s office) if they:
- Received the invoice.
- Have any questions?
- Is the invoice accurate?
- When can you expect payment?
By being proactive you set the stage for early payment.
The follow-up on their promises!
And keep following up. With persistent, firm kindness.
The old cliché “the squeaky wheel gets the grease” is applicable in getting paid on your receivable.
Remember, a sale, from a business point of view, is not a sale until it is in your bank account!
Thank you for reading…
by MHolland | Jun 11, 2024 | Accounting Software, Accounts Payables, Accounts Receivables, Cloud-based Accounting
Artificial Intelligence (AI) is the buzzword in business these days…
Will AI replace human accountants?
The short answer – no.
Why?
Because AI cannot flag errors, recode, interpret data correctly all the time, nor communicate with emotional understanding.
By the way, did you know that there are three different types of AI?
They are:
- Machine learning – this is where software recognizes patterns in data.
- Predictive AI – this is where the software uses those learned patterns to suggest actions to users.
- Generative AI – where software uses learned patterns to create new content, i.e. writing text and creating images.
AI in accounting is largely of the Predictive type. It is used to extract data from source documents, and to suggest actions (in coding and matching transactions).
Let us explore how AI is used in the suite of software we use for our clients at ControllershipPLUS.
Source Document Extraction
Here in our front-end software called HubDoc AI goes to work in extracting the core details from supplier bills, in addition to other source documents.
Within seconds of a supplier bill being uploaded or emailed to HubDoc the key details are extracted automatically:
- Vender name.
- Date due.
- Total amount.
- Taxes, including GST, PST, and HST.
HubDoc, based on predictive AI will suggest the account code to code the expense to. It will suggest this based on the past coding of that supplier.
For instance, Telus, a large telecom provider in Canada will usually be coded to “telephone” expense, if that is where you coded it in the past.
However, if the Telus bill is not for a telephone expense, rather it is for cell phones purchased, it may need to be coded somewhere else, like a capital account, “Telephone equipment.”
Human intervention is needed at this point because although predictive AI is good at extraction and making suggestions, it is not smart enough to know what to do with a new situation!
A highly intelligent accounting technician is needed to review and watch for exceptions and recode the suggested coding by AI.
In accounting, our human technicians are definitely much smarter than the AI.
Where predictive AI shines here is in the time saving of mind-numbing data entry tasks.
Okay, let us head on over to Xero next, where these extracted documents have been sent to within these now coded transactions….
Xero – Here AI Makes Suggestions
Inside Xero, the predictive AI matches transactions fed into it directly from the bank feeds.
It suggests which transactions likely match what went through your bank accounts.
The risk here in relying on AI is that the AI is not that smart. It only can suggest a match. If there are multiple transactions with the same dollar amount if you blindly accept the suggestion from AI, you may be wrong.
Here again, human intervention is required to manage and review, and not unconsciously clicking the “OKAY” button.
Xero and Accounts Receivable
Inside the bank feeds, Xero’s AI will suggest matches of deposits. This saves time in looking up the correct transactions to reconcile.
Unpaid deposits remain in aged accounts receivable.
Xero sends reminders of outstanding invoices to your customers and clients. I am not sure how this can rightly be called AI as it is just a routine, fixed scheduling task. Nevertheless, it does save time for the accounting technician.
Bills approved for payment now are sent over to Plooto…
AI and Plooto
The key features of AI in Plooto are:
- Two-way synchronization. Bills are automatically synced to Plooto from Xero, along with all attached source documents. Once they are paid in Plooto, they are synced back to Xero and recorded as a payment against the bill just paid.
- Plooto allows for customizable approval processes. These save time by reducing chasing people physically in different locations to sign cheques.
- Plooto leverages AI to encrypt all date keeping everything tight and secure.
The predictive AI here is not really thinking for you in a way that you might imagine AI to be working. It does, though, save accounting technicians from doing boring, repetitive tasks.
Fathom and Smart Prediction
Our high-end reporting software, Fathom, picks up all the month-end date from Xero on a regular, automated basis.
Inside of the forecasting module of Fathom it uses what it calls Smart Prediction to predict future revenue and expenses when doing a forecast.
Again, highly intelligent accounting technicians are required to intervene and not assume that the software’s predictions are written on stone tablets!
In Summary
Predictive AI really has stripped many mundane, repetitive tasks from accounting technicians. It has freed them up to add true intelligence to the mix. To analyse and override and to ensure that transactions are coded correctly, and that cash-flow projections make sense based on our knowledge of our client’s businesses.
Thank you for reading…
by MHolland | Jun 5, 2024 | Accounting Software, Cloud-based Accounting
Enterprise software is expensive! Think SAP for Fortune 500 companies. Think NetSuite for mid-tier companies doing $100 million plus in sales.
At ControllershipPLUS what we have cobbled together is a stunning suite of software that links, communicates, and integrates flawlessly, efficiently, and seamlessly. Without a glitch.
Today I am going to summarize the benefits of this suite of software tools, how they integrate, and exactly what they do for you.
At the heart of it all is our favorite accounting software….
Xero, “To Do Beautiful Business”
Xero is a beautiful piece of software – built with the end user in mind. It is simple, elegant, and intuitive.
What does Xero do?
I am glad you asked!
By the way, Xero, is not an ERP (Enterprise Resource Planning) software.
What it does, beautifully, is manage your bank accounts, accounts payable, accounts receivable, and customizable reports.
You can also do Purchase Orders, basic projects tracking, simple inventory management, divisional tracking, tax reports, and short-term cash-flow management.
Now here is where it gets interesting – as we add other specialized software programs into the mix, then Xero transforms into an ERP for small to mid-sized businesses.
The first essential partner program to Xero is….
HubDoc, Your Document and Data Capture System
All of your supplier bills and even bank statements can be uploaded to HubDoc in one of three ways:
- Snap a pic on your phone and upload using the app on your phone.
- Upload directly from your desktop computer.
HubDoc gets to work extracting the details on the document – date, taxes, amount, supplier name.
Using artificial intelligence (AI) it then codes the transaction in the same way you did last time.
Now, one of our highly trained cloud-based accounting specialists will review each transaction to ensure that the AI coded it correctly. If not, they recode inside HubDoc.
The transaction, along with the source document is seamlessly posted to Xero, attaching the original source document to the transaction inside Xero.
This is where the handoff to the next add-on happens…
ApprovalMax, Robust Financial Controls Made Easy
All the transactions from HubDoc, posted to Xero go into a “holding tank” called “awaiting approval.”
ApprovalMax steps in and automatically pulls all these unapproved transactions and routes them to the internal approvers before they are ready to pay.
The setup matrixes inside ApprovalMax can be as simple or as complex as you need them to be.
The supplier bills get sent to users like Department Heads, frontline approvers, managers, accountants, and ultimately owners (if desired).
An audit report after the transaction has been approved gets attached to the transaction along with the source document from HubDoc.
These transactions now move to the next “holding tank” called “ready for payment” …and now the next heavy-duty add-on software kicks into gear…
Plooto, Your Business Payments Streamlined and Simplified
Plooto pulls all those bills ready for payment along with the source documents and audit report.
It then routes those bills for payment to the proper approvers and e-signers.
Your suppliers get paid automatically by deposit into their bank account.
The payment is then synced back to Xero to record against the outstanding bill.
All this happens without human intervention, aside from the approval itself.
Now, Back to Xero
Now that all your transactions are entered through HubDoc, approved through ApprovalMax, paid by Plooto, it is time to reconcile the bank.
(By the way, all your customer invoices, sent out through Xero by email, can be paid by your clients/customers using Plooto).
Reconciling the bank is easy with bank feeds inside Xero.
Xero will match transactions it pulls from the bank automatically through its feeds and all you have to do is review and click “okay.”
Now, you re ready to ensure everything is accurate and create reports. Custom reports can be setup once and used over and over again.
From Xero and our core add-on programs we re now ready to hop over to….
Fathom, All in One Reporting, Analysis and Forecasting
Fathom is our powerful high-end reporting add-on.
The end results from Xero are synced over regularly to Fathom.
From there, Key Performance Indicators, Cash-Flow Statements, Complex Forecasts, and incredibly beautiful month end reports are created.
The Fathom reports are what we review with our clients monthly and provide coaching from the numbers…
A Quick Summary
Each software described above talk seamlessly with each other.
Each has its own unique role to play. Because they are highly specialized, these software programs do things that all-in-one software can never compete with.
It is the difference between building a house with a jack-of-all-trades versus using a skilled plumber, a skilled electrician and so on.
Together these powerful add-ons transform Xero into a mini-ERP!
In Conclusion
In addition to the core programs above, the marketplace for Xero add-ons offers solutions to a myriad of challenges…
For example:
- If you need to collect your aged receivables better – use an add-on called Chaser.
- If you need robust inventory management – consider Unleashed.
- For real estate companies – take a look at Loft47.
- Do you sell goods online using Shopify? – these can be linked to Xero.
There are hundreds of add-ons in the Xero marketplace.
Finally, many front-end operational software that are highly industry specific will often sync their transactions directly into Xero.
Thank you for reading…
