4 pitfalls I see when CPAs switch to tiered pricing
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Thursday, December 11th, at 9am MT
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When folks move into tiered pricing, I see the same four pitfalls over and over.
If you’ve done any of these, congratulations — you’re officially normal. :)
Here are the big four:
1) Three tiers… for three different buyers
Many CPAs accidentally create Bronze/Silver/Gold that might as well be shoe sizes.
Size 5, size 9, size 13.
One buyer cannot choose among them.
The real skill is creating three legit options for ONE buyer.
(If you serve three revenue bands, that means a grid of nine. More on that soon.)
2) Stuffing Gold to justify the price
Gold feels big and scary — “Who am I to charge that?”
The temptation to pack it with deliverables.
But Gold clients aren’t paying for more work.
They’re paying for access, availability, responsiveness.
Overstuffing Gold destroys the thing they actually value.
3) Using price to fix your capacity problem
“If I raise prices 30%, people will leave, and I’ll get my hours down.”
Nope.
Most stay.
Sometimes, all stay.
Then you’re still over capacity… just more expensive.
Capacity is managed with hours, not prices.
4) Not knowing what to do with legacy clients
Do you stair-step?
Match new-client pricing?
Grandfather them forever?
There’s no one right answer — but there are good frameworks. And you have more options than you think.
I’ll break these down one by one over the next few emails so you can sidestep the mess and move into tiered pricing with clarity and confidence.
More soon.
—G
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