EP504: Casey Brown – How To Overcome Fear Around Pricing - Part 2

"Do not be tempted to undervalue yourself just because it happens to be something that's fast or easy for you to produce." -Casey Brown In the finale of this two-part series, pricing expert and president of Boost Pricing, Casey Brown, returns to share how bookkeepers can move from fear-based pricing to confident, value-driven conversations. She explains how to stop pre-discounting, test your true pricing ceiling, and communicate your worth with clarity and confidence. In this interview, you'll learn: Why pre-discounting hurts your profits How to identify & attract better, higher-value clients How to package & present your services with confidence Connect with Casey on LinkedIn. To buy her book, Fearless Pricing, click here. Watch her TED Talk, or video on 12 things I Hate About Hourly Billing. To learn more about Boost Pricing, click this link. Time Stamp 02:03 – The two types of discounting: negotiated & pre-discounting 03:52 – How to test your true price ceiling 04:54 – Overcoming scarcity mindset & fear of losing clients 06:02 – Why fewer clients at higher prices can be more profitable 08:44 – Letting go of price-sensitive clients who drain your energy 10:43 – Why bad clients cost more than they're worth 11:13 – The gender gap in business pricing & confidence 12:45 – How women undervalue their services & why it costs them 13:52 – Messaging & packaging your services for higher value 15:17 – Half of pricing success is the number; half is how you frame it 16:52 – Stop obsessing over numbers & focus on context 17:47 – The problems with hourly billing models 18:47 – Why fixed-fee & value-based pricing work better 19:26 – When & how to offer pricing packages 20:47 – Avoid overwhelming clients with too many choices 22:28 – Be the expert—guide your client's decision 24:31 – Why clear messaging builds trust & confidence 25:57 – The Picasso lesson: charge for your experience, not your time 26:58 – How to articulate the process & value you deliver 27:21 – Where to find Casey's free resources, book & programs 28:42 – Fearless Pricing community & how to join This episode is brought to you by our friends at Dext! Dext handles transaction capture, keeps your data accurate, and even simplifies e-commerce reconciliation, all in one place. Join thousands of bookkeepers and accountants who've already made the switch. If you're ready to save time, reduce errors, and make bookkeeping more efficient, Dext is for you! Go to thesuccessfulbookkeeper.com/dext to book a demo TODAY and see how it can transform the way you work!