Help clients jump to the cloud
A move to the cloud and a new way of working looks different for everyone. Once you're set up on the cloud, your staff are on board and you've implemented the right practice products, here are some tips to get your clients to make the move as well. To help determine which package is suitable for each of your clients use the flowchart below:
Once you’ve determined which Xero package best suits a client, you can get them set up.
Topics covered in this chapter:
- Three steps to help new clients get set up on Xero
- Getting existing non-Xero clients onboard
- Offering value-based pricing
Three steps to help new clients get set up on Xero
1. Get certified
Complete the Xero advisor certification course and make sure you and your team are certified.
You’ll expand your own understanding of setting up and converting clients to Xero and learn more about the useful Xero features that will help clients save time and run their businesses better.
If you want to move multiple clients to Xero at pace, the migration certification will help you prepare, set up and complete conversions.
2. Choose resources
A customised approach is best.
Use our collection of helpful walk-through videos to guide you through the regularly-used Xero features that make managing small business finances easier than ever.
If you want to go another level, explore our support articles.
3. Spread the word
Show your clients why making the jump to Xero will be a great win for them.
Here are some ideas about how to communicate and sample content you can use:
Once your clients are up and running, let them know about the apps available to help simplify their business. There are over 700 in the Xero app marketplace with something to suit businesses in nearly every industry.
Getting existing non-Xero clients onboard
It can sometimes be difficult to bring up the subject of Xero with your non-Xero clients. You know how to help your clients and what’s best for them, but how do you bring up Xero and explain it all? Here are some ways to get started:
Listen to the webinar on how to position Xero to your clients. You’ll learn how to offer Xero to your clients and what you might show them in a demonstration.
Host an event for your clients to explain the benefits of Xero and answer any questions they might have. Check out our ‘thrive’ page on hosting an event to find out how you can get started. There are invitation templates and pre-built presentation decks to help you.
Send your clients an email if you think they could make their business better by using Xero. Use our email template and let them know about the key features and benefits of Xero.
Xero offers a free conversion service for clients currently on MYOB or Reckon, taking the pain out of bringing them to the cloud. Simply upload the MYOB or Reckon files and we’ll have the conversion done for you by a fast, efficient service. And it’s free for Xero partners.
Making the move to value-based pricing
Selling your firm's services using value-based pricing is becoming an attractive option. It’s better than hourly billing in just about every way because it lets you charge for bundles of accounting and bookkeeping services. But how do you move your practice from hourly billing to value-based pricing?
1. Careful planning
You can’t change your pricing policy overnight, it needs careful planning and a good strategy. It’s important to be well informed, learn from other firms, and work on your marketing skills.
Bundling makes life easier for you and your clients. There are two possible structures:
Good, better, best. When offered these three options, people tend to gravitate towards the middle option. They’re not being cheap and they’ll have room to grow into the ‘best’ package.
Minimum, typical, open-ended. This structure gives you a lot of flexibility. ‘Minimum’ would be offering basic accounting services, the ‘typical’ offering could be based on their needs, and ‘open-ended’ could be fine-tuning services to suit a client.
3. Pricing panel
You can determine how much you charge by setting up a pricing panel.
Reservation price. This is the lowest price you could possibly sell a bundle for and still make a profit.
Expected price. This is what’s reasonable to charge for a bundle. It means fair profit for you and good value for the client.
Ideal price. This is at the top end of what a bundle is worth. That doesn't mean you're overcharging, but it's the most you could possibly ask.
Once you have your bundle structure and price ranges sorted, you can start the communication process.
You’ll need to tell your employees so they know they’re adding value rather than just putting in the hours on a one-time project.
When it comes to your clients, they’ll need to understand what you’re doing and why. Let them know how much time you’ll save them and how easy it will be to collaborate with each other.
Offering bundle pricing doesn't mean treating your clients as clones – every client is different, which is part of the challenge of creating bundle packages. Talk to your clients about what suits them best.
5. Stagger the roll out
Don't roll out value-based pricing to all your clients at once, instead, start with one or two clients and work from there. You might start with a smaller client or one that’s brand new. Staggering the roll-out simplifies the amount of work involved, and the pricing conversation will be easier too.
6. Training and education
You can modify your packages to reflect each client's needs, but ideally you'll want to keep them fairly consistent. The fewer bundles you have, the easier it is for you to manage them.
Make sure your clients are set up for success by offering training, delivering on your promises, and being proactive rather than reactive.
The purpose of changing your pricing model is to deliver better value for your clients. This should lead to greater revenue and higher profits for your firm.
Want to expand your practice with new clients, services and staff?
Check out our ‘thrive’ guide and find out how you can take your practice to the next level through marketing and advisory services.Jump to it