168 Subscription: Create a More Valuable Business with John Warrillow

Business Strategy for CPA's

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Subscription is all the rage in software and in other industries, but the accounting industry is hardly speedy on the uptake.

While the value appears to be there, something - or perhaps many things - are in the way of accountants and CPAs making the shift to the subscription pricing model.

Here today to talk with me about this challenge is my guest, John Warrillow.

John is the founder of The Value Builder System, a practice management software for business advisors. He is also the author of the best-selling book Built to Sell, The Automatic Customer, and The Art of Selling Your Business. He is the host of Built to Sell Radio, which was recognized by Forbes as one of the 10 best podcasts for business owners.

Highlights:

— “Recurring revenue makes your business more predictable, and that allows you to build a much more efficient firm.”

— “Once somebody subscribes to your firm, not only do you get the recurring revenue associated with that subscription, but it makes your customers more likely to buy other things from you.”

— “There's no way you can serve all your customers with one subscription model. Instead, what you want to do is segment first.”

— “You hire salespeople to sell your product or your service. Your job (as the business owner) is to sell your firm.”

— “Scarcity gives people a bit of a nudge towards decision-making. It makes them get over the classic challenge of any subscription, that if it's a subscription, it's always available.”

Download the PDF for this episode:

9 Subscription Models eBook - http://builttosell.com/carter

Connect with JOHN:

Website: https://builttosell.com/