What do you learn from a negotiating role -playing game?

When a customer says “why should I pay more?” What are you answering? Negotiating the rates in accounting is not simple. Customers are always worried about the price and for what they receive in return. But what do you do when you know that your work is worth more, but the customer doesn’t see him?

In Episode 5We have a role -playing game in which a accountant offers an increase in rates from 1,500 to 3,000 she. Not only because he wants more money but because:

• It offers further financial optimization services.
• It contributes to improving cash flow and profitability.
• It reduces tax risks and avoids unexpected costs.

📌 How do I support such an increase in negotiation?

1. Clearly explains the added value

The customer must understand exactly what he receives in exchange for the highest rate. In Roleplay, the accounting has shown how an optimization of the cash flow can offer savings of tens of thousands of her and can prevent the financial problems that derive from the lack of organization.

2. Concentrate on the results, not on prices

Negotiation should not concern “how much it costs”. Must concern “how much it is worth”. In Roleplay, the accountant used concrete examples:

• A tax adjustment that reduces the tax.
• A renovation of expenses that increase profitability.
• Best organization that reduces lost time and improves management decisions.

3. Stay firmly in position but flexible in the options

A higher rate does not mean rigidity. You can offer differentiated packages or options that meet customer needs, but without compromising the value of your work.

📌 Effective negotiation does not concern only the figures, but the communication of real value.

🎥 Look at the episode now and learn to negotiate better through the exercise!

👉 Click here And follow the webinar now!

(By the way, if you want to make sure that your relationship with customers is clear and well structured, maybe you should optimize your processes. See our material on The importance of the procedures between the accounting company and the entrepreneur. But today we focus on how to improve your negotiation techniques!)

Episode themes 5

✅ Take a test with your customers: In the next conversation with a customer, ask him:

– “What does a good accountant mean for you?”

– “What would you appreciate in our collaboration?”

Note the answers and see if there are services that you already offer, but do not capitalize.

✅ Exercise of presentation of the value: Imagine having to explain to a customer as you can help him save 10,000 Ron/year through tax optimization. How would you explain it clearly and without a technical jargon?

Conclusion

In conclusion, when a customer asks, “Why should I pay more?” it’s an opportunity to shift the conversation from price to value. Negotiating accounting rates can be a delicate process, especially when clients are focused on the immediate cost rather than the long-term benefits. As an accounting professional, it’s essential to confidently explain why your services are worth the higher rate and how they contribute to the client’s overall success.

First, you should highlight the unique value that you bring. For example, emphasize your expertise, experience, and the accuracy of your work, which can save the client time, reduce risks, and prevent costly mistakes. By explaining that quality accounting ensures better decision-making and financial planning, you help the client understand the broader impact your services have on their business’s success.

It’s important to explain the tangible results of your work—such as tax savings, financial efficiency, or compliance with regulations—demonstrating how your services directly contribute to their bottom line. Clients may not fully understand the complexity and depth of accounting tasks, so providing a clear explanation of the value behind the price can help them see the bigger picture.

Additionally, rather than justifying a higher rate, focus on building trust by showing that you understand their business and its needs. Clients are often more willing to pay a premium when they feel that the service they’re receiving is personalized and aligned with their goals. By fostering a relationship based on trust, transparency, and clear communication, you can justify your pricing without feeling the need to excessively defend it.

Ultimately, when a client asks why they should pay more, it’s not just about answering the question—it’s about shifting the focus to the real value your accounting services provide and the positive impact they’ll have on the client’s business.