It won’t take long before they question why you tried to sell at one price initially, but were happy with a lower price in the end.

As a result, they’ll second-guess every line item on your invoice.

On the other hand, if you’re constantly running promotional discounts, your clients will begin to question why.

Think of it as a consumer yourself. But comparing your accounting firm’s discounts to something like a department store won’t do it justice. Yes, a half-price t-shirt is appealing, but your firm isn’t comparable to a store—it offers long term investment. Think of it like a car dealership.

Is a half-priced brand new car as appealing as a discounted t-shirt? Or is it concerning? You’d be right in questioning the half-price car’s quality. You’d be right in asking "what’s the catch?"

That mentality is similar to discounting accounting firm services. People’s finances are a serious matter—for some clients, you’re dealing with their livelihoods. You want to assure them of your value, and they may begin to question it if you’re constantly running promotions.

3. You detract your clients’ focus

It’s simple: the minute you give a client a discount, they’ll wonder how much more they can save next time or on other services.

Instead of focusing on your value, they’re now focusing on where they can make their next saving.

Price correctly and commit to it

When you price your services correctly based on your value, you must do so with confidence. Believe in your firm’s worth and the value you can bring to each of your clients through your services.

So when clients do inevitably ask you for a discount, you can confidently tell them, “No, but I can’t blame you for asking.”