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P3: Pricing, Packaging and Positioning

A Self-Study Course with Sandi Leyva, CPA

Are you ready to eliminate fee resistance, sell new prospects more easily, and get paid what you’re worth for your accounting and tax services?

Do you:

  • Feel like you are undercharging your clients but don’t have the selling or marketing skills to try to get more?
  • Feel frustrated and uncomfortable when a prospect resists after you mention your fee?
  • Feel the competition has increased or your services are becoming more of a commodity?
  • Want to increase your rates but don’t want to lose clients?
  • Want to make your sales process much easier so you can close more business and market less often?
  • Wonder if you should consider moving from hourly pricing to offering packages but feel like you might lose your shirt?

If you said yes to any of the above questions, you’re in the right place to get some seasoned marketing advice so you can master the skills of pricing, packaging, and positioning your accounting services.

I’ve jam-packed this course with easily implementable, high-payback information. You’ll learn:

  • 8 of the most common mistakes and myths in pricing accounting services
  • 3 reasons to raise your rates
  • Sample rate increase letter
  • The secret to offering highly desirable services that clients want
  • 3 tips to avoid fee resistance
  • 4 creative pricing and promotional ideas
  • 3 price levels to consider
  • 2 factors that drive price
  • An 84-point checklist to help you communicate your value to clients
  • How to deal with the emotional side of selling and pricing
  • 4 ways to build trust with your client faster
  • A 5-part selling formula to use during your sales process
  • 2 ways to stay out of “maybe-land” when selling
  • 3 benefits of offering packages instead of hourly rates
  • The first step of creating your services packages
  • 10 ideas for top-selling packages you can offer to clients
  • 8 detailed steps to creating services packages
  • 6 questions to get started creating your starter packages
  • How to squeeze more profit from your packages without increasing your rates
  • And much more

Learning Objectives:

After completing this course, participants should be able to:

  • List eight mistakes that are commonly made in pricing
  • Name three pricing strategies or levels
  • Identify two of the most important factors that should drive price
  • Define catastrophic thinking
  • List at least ten items that communicate your value to prospects
  • Name at least two methods to price creatively
  • Provide a practical answer to the “How much do you charge?” question you get from prospects
  • Cite three approaches to reducing price resistance
  • Name four steps to helping your prospect reduce their fear of buying from you
  • Define maybe-land and specify one way to avoid going there
  • List at least two components of communicating a price increase
  • List at least eight benefits of moving from hourly to packages
  • Identify at least three ways to create packages
  • Explain the small, medium, and large package options and why they are an essential part of offering packages
  • Specify how to create at least one package based on their services that they can offer clients
  • Name two ways to re-position their products for higher sales
  • List a process to re-position their existing services
  • Specify how to create a comparison chart as a sales tool for small, medium, and large offerings
  • Identify a key element in positioning


Who Is the Instructor

Sandi Smith LeyvaSandi Leyva, CPA, CMA, MBA, and founder of Accountant’s Accelerator, has helped thousands of accounting professionals earn more, work less, and serve their clients better through her innovative marketing, training, and coaching services. Her marketing formula has generated millions of dollars for her clients.

Author of 30 books and hundreds of CPE courses, Sandi has won 12 awards for her thought leadership, including Top 25 Most Powerful Women in Accounting by CPA Practice Advisor, a Stevie Award for “Maverick of the Year,” and 2017 Top 50 Women in Accounting by Practice Ignition.

Sandi’s business experience includes management time at two Fortune 500 companies and serial entrepreneurship including running her CPA firm. She has served on several AICPA committees and volunteered on four continents.

One of the few women in the world who has copiloted a single-engine airplane around the world, Sandi has also backpacked alone around the world, visited over 100 countries, and earned a master’s degree in neuroscience.


Course Time: 4 hours

Fee: $129

CPE Information:

Prerequisites: None
Advanced Preparation: None
Program Level: Basic
Delivery Method: QAS Self-Study
Field of Study: Economics
CPE: 4 hours


You’ll get these bonuses when you purchase this course:

  • Access to recordings of all sessions
  • PowerPoint slide handouts of each session you can download
  • Sample price increase letter, value document, and proposals
  • 4 Self-Study CPE


All of our products are backed by our 100% satisfaction guarantee.

If, for any reason, you are not completely satisfied you can cancel any time. No questions asked. Nothing to return.