Blumer & Associates, CPAs, PC - Certified Public Accountants

They underestimate the real value of social media. Tell the truth. You bought an ad in the yellow pages again, didn’t you? I have to ask, WHY WOULD YOU DO THAT? Last time you needed anything, did you turn to the almighty yellow pages? Neither did I.

When I need new tires or a plumber or a painter, I ask on Facebook or twitter who I should use. Guess where probably 99% of our new business comes from. Maybe even 100%. Referrals or social media…usually referrals THROUGH social media. Someone will tweet that they need a CPA that works with creatives and next thing I know, I’m being tweeted to after one of our current customers answers the original tweeter. Pretty dang cool.

I’m not telling you to go sell yourself all over social media. But you better be there. You can talk about the Super Bowl or Lady Gaga or what you had for dinner. Sooner or later, you are going to see someone needing what you can offer. Social media is about building relationships. And while face to face may be the ideal way to build relationships, social media is faster and more convenient when I can’t sleep at 4am. If you have been building those relationships steadily over time on twitter, when someone needs what you have, he will think of you. Are you ready or are you still hoping your potential customer is letting his fingers do the walking?

“Social media is communication. Technology has changed in ways that allow communication to become more transparent, scalable, and flexible. However, at it’s core it’s still just communication.”

Michael Reynolds, from the Culture RX website

“We’ll try to cooperate fully with the IRS, because, as citizens, we feel a strong patriotic duty not to go to jail.”

Dave Barry

You don’t charge what you are worth.

This one may not be as stupid as it is a mistake or sometimes a different view of value. But sometimes it is just stupid. Now, this is a process. Sometimes a long one. First, you have to understand what you are worth, AND you have to come to an understanding of what your customer values. Then you have to have the guts to play in that market at those prices.

We talk a lot about pricing on the THRIVEcast and it’s a topic we coach our clients on regularly. Pricing is huge and it’s an art form. We may get it right several times in a row, and then make a major error pricing the next customer. Need help? Let us know!

For more information, read my article in A List Apart called Pricing Strategy For Creatives.

Ready for another THRIVEcast? Listen to my discussion with Greg about the barbell strategy of risk and our interview with Rafi Mohammed, author of The 1% Windfall. Check it out!