Effective Pricing Live: Building Your Pricing Models Part 1 - Model Management and Questions

Few more people joining us in the chat, but we have a lot of information to get through today.

So today I will just share my screen.

Today is our third session of this new effective pricing course and and we're really going to be getting into some nitty gritty parts of building your models today. This session we've actually or or this part of the content, we've actually broken up over two different sessions this month and next month just because there is so much to teach for this area. It's really the nitty gritty of the software and the part that essentially everybody needs to understand in order to have the software work well for you. Oh my gosh, Suzanne, I just glanced at the chat quickly. It's 1am for you. You have got some wicked, wicked determination to learn effective pricing to be in a meeting at one o' clock in the morning. Okay, so anyways, yeah, so I think quite a few of you know me or maybe have been to some of my other sessions. I'll just quickly tell you for any of you who haven't, I am located in southern Ontario, Canada, in a region known for our wineries because the soil is very rich around here. So even around the world some of you may have tasted wine from Niagara region before. I'm a certified professional bookkeeper and I keep a fairly small firm both with the number of team members that I have and the number of clients that I have. But I tend to do larger volumes of work for my clients and then I won't go into all the details. My firms won a few awards over the years and I've been a member of Mark's Value Pricing Academy for a number of years. Even before I was a member of his academy I was using his pricing software. Back then it was called cloud pricing. Do we have anybody in the session today that used to use cloud pricing before it got switched to effective pricing which is a far better product and much easier to use by the way. So I'm really glad to that he's done that switch and is continuously upgrading the software for us. Okay, so that is a little about.

Me.

A bit of housekeeping. As is usual with all of the sessions that you would attend for Mark, please make sure that your chat messages are set to go to everyone. There's a little drop down box at the bottom. That way everybody gets the benefit of seeing your messages. We have, I can tell from seeing some of the people that are in the session we have some real power users in here and I know from the first couple sessions that we had they were really helpful at answering questions in the chat as well and telling people how they did things because the software is super customizable. Hearing different perspectives about how different people do things, I personally find when I'm attending a session is really helpful. So for all of you people here today that are using the software already and you see questions pop up in the chat, if you're comfortable to let that person know a workaround that you may have found or something, by all means means, go ahead and do that. But in order to do that, your questions need to be addressed to go to everybody. If it is a question for me, please do put a QQ at the beginning of it. When I'm stopping for questions a couple times throughout the session, I'm going to be quickly scrolling through chat and looking for those QQ qqqs.

Oh gosh, that sounds funny. I'll be looking for the QQs at the beginning of your question. Gabby is going to be with us today from Mark's team for any technical support that you may need at a couple various times. She will be dropping links into the chat box for some things that I mentioned as well. And I also invite you to have your own effective pricing software open, especially if you're on a dual monitor setup or triple monitor or quadruple. I'm really jealous.

So I do invite you to have your own effective pricing software open so you can kind of take a look at things and, and make some notes as you go.

All right, I'm going to leave this slide up for a moment. If you could all grab your cell phones out and scan the QR code. If you've been to any of Mark's trainings before, you know that he has a partnership with B1G1. If you're not familiar with the organization, please do look them up. Basically what you do is you click that QR code or in the deck that you get, there's a link at the bottom. And Gabby's probably going to drop a link into the chat box as well. It only takes a couple of seconds, guys, every month. And there's no cost or anything to you. It's literally just a few seconds of your time. Every month, Mark chooses four different.

Options that he will support. And for every piece of business that he does, he then does a donation to B1G1 for the highest rated.

Support that we all vote for. So for example, if everybody voted to give 40 days of life saving, clean water, or the majority of the people, that is who Mark would send his Donation to in the following month.

Okay, a real quick review of what we've covered in our first two sessions. If you missed either of those, do post a message into chat. I I will try to get to those ones if time permits. If not, I do need to focus on the questions from today's session. But as I mentioned there are a lot of users here that I'm seeing were at our first two sessions already and just from knowing them I know that they are using effective pricing already. So if you have questions about anything that we covered in these first couple of sessions, do drop it into chat. If I can't get to it, I'm sure somebody else could. So in session one we talked basically about the foundations and the first steps. So that was really just core concepts about pricing, what customers want, how time billing is not efficient and how it's not really profitable for your business, how menu pricing or fixed pricing is always going to be the wrong price and you will always be leaving money on the table. People always price the customer and not the service. So don't have a price for a list of services that you have. If you have two customers that want the exact same list of services, price the customer separately, not the services that you're giving to them. We talked here about the time investment that it takes to get value pricing implemented in your business, which it does take some time, but I promise you it is so worth it. I shared with you some of my results and my bottom line has increased about 200% since I started using effective pricing. It did take me.

I want to say total, a good solid chunk of 8 hour days here and there and then I'm constantly tweaking it, constantly evolving it, but for that 200 increase it is so worth it for me. And then we also talked a little bit about the concept of optimal pricing and how we can determine what is the highest price that a client is willing to pay. I quickly showed you the steps that I follow in my pricing process. So that was starting with my niche or my ideal client, my preliminary phone call or video meeting nowadays, which is usually about 15 to 20 minutes. Then I do my diagnostic review, then I do my fact find meeting and then I do my effective pricing meeting and I review my brochure there. And then we spent the majority of the session in the software demo and we're going to be, I'm going to turn off the slide deck in just a moment guys, because today we're going to be, I'd say probably 95% in software. We're really getting into a lot of demo modes, but in the, the initial demo that I did in session one, we looked at how to configure the screen. We did a little tour through the program. We talked about how you could customize the software with your branding, your colors, the currency that you use, the date format that you want, all those kind of little things. We talked about some company settings, like how to add another user, how to apply sales tax if that's applicable for you. And then right at the very end, I had almost forgotten, but I quickly showed you the progress tracking badges and how you collect points on the software and how those work. Then in session two, we talked about mastering the numbers and understanding the price behind the scenes. So there was 11 steps of how the software calculates the price and we talked about the order that it goes through in order to arrive at the end price. So that was the base price that you set the. And then the questions and the sections that build on that base price, the global adjuster that's in the software and ideal scenarios for when you might want to use that. Calculating your minimum and maximum prices for your packages, your gold, silver and bronze, chunking down the price. We talked about how the software helps the price seem smaller when you reveal it to the customer. We talked about rounding and discounts, when to use them, how to use them. We talked about enhancements or upsells and where to put those. And finally we again talked about sales tax and how it appears on the price rather than just in the settings.

Today we are going to get into building your pricing models, part one. So we're going to talk about how to manage your models first. And then we're going to talk a lot about building your questions and, and the calculation types that you have that go into those questions. So we'll talk about how to edit things, case scenarios of when to use specific types of calculations. We're going to talk about conditional formatting. We're going to talk about unit pricing and number of units. And then at the end we're going to, I'm going to show you different ways to explain express your price in the software.

Okay, so let's start by looking at where to manage your model. So I'm going to turn my cam off, guys, and I'm going to jump right into the software now. And I'm turning my cam off just because I have the software open over on another window and I don't want you guys looking at the side of my head the whole time. So I'm still Here, you'll still hear me. You just won't see me anymore. Okay, so can I just get a. A message from somebody in chat if you're seeing my effective pricing window now?

Awesome. Thank you, folks. And Gabby, I see Randall posted a message there that maybe you could respond to him for me for that one, so I can jump in here. Okay. So everything that you want to do. So when you log in, your. Your dashboard screen that you land on might look a little bit different. If there's any new users in the group, you will land on this until it's completed. Because this is a demo model that is not fully set up yet. We've only completed four out of seven steps. So this is the page that it lands on when I log in and it tells me which steps haven't been completed yet. By the time we finish all of these sessions, all seven steps will have been completed. Yay. So the main thing, the, the place you always want to go to to manage anything for your settings or your models is this gear icon up at the top. And then we are going to be spending a lot of time today in model management. So you would just click on View and Edit.

So I'm going to walk you through this screen a little bit and then we'll start playing with some of the data. So you'll see at the top of the screen here is the number of models that you can access. And this may be different for everybody. Okay. It's going to depend on the plan that you have. So myself, as a member of Mark's academy, I have access to an unlimited number of models. If you're not in the academy and you're using effective pricing on its own and you've purchased a different level, you may see something different in here. If I scroll down through this list, you will see that there are several models in here, like lots of of models that Mark gives us as templates. And these are all the ones that have this orange use model button. If it has that beside it, that is a template from Mark that he provides to us. And as you can see down at the bottom, there's this one that says requires starter plan to access. I don't have that because I'm not on the starter plan. So this is a payroll starter model. I don't need that one because up here I already have the payroll full version. So if you were on the starter plan of effective pricing, you would have access to this one, but you would not have access to this full version. So there's an example of how you may see something different in your list than what I'm seeing.

What you will also see at the top is this drop down list here. This is where we can use tags to identify the type of model that it is. So you'll see in this column here some of these items have tags. As you start to use some of the templates and start to create your own models and myself, I have, I have probably, I don't know, four or five different bookkeeping models and each one is just slightly different. So I have a bookkeeping model for construction, I have a bookkeeping model for service based companies. And for the most part a lot of the information inside the model is the same. It's just. I have a couple of questions that are different. So if my list starts getting quite long, I can quickly sort by models that are tagged for bookkeeping and you will see that that shortens up my list. So if you find that your list is getting really long, start to use those tags. I'm going to show you in just a moment where you do that and then you'll be able to use the functionality of that drop down.

Sorry, I thought I closed my teams. That shouldn't have rang. I don't know if you all heard my phone rang. You'll also see this Create new button here. I'm not going to spend a lot of time here. I will quickly show you this and tell you what it's for. Basically, if you have a model that you want to create from scratch, you don't want to start with any of Mark's templates. This is where you would do that. So you would click on the Create new button. You would give it a name. Create new test. I'm not going to save it at the end anyway, or I will, I'll save it. You can select whether it's recurring work or not. We're going to look at model icon a little bit different your templates and then this is where you can assign a tag. And then when you hit save and continue, it takes you into a.

Okay, it was taking a minute there. It takes you into a completely blank screen. And when I say blank screen, you'll see what I mean in a minute when I start to use some of the models. But you can basically start from scratch here and, and create your own model for anything that you want. You can. The sky's the limit. Like if you have various. So you can see that's here now it's showing up as a draft version. I'm just going to delete it don't want it.

So yeah, you can set up a model for anything you want. If you have something very specific that doesn't fall even remotely into the realm of one of the models that Mark gives us, you can set something up on your own. Okay. So moving back to the templates though, I've actually never had a need to use the Create New button. Everything that I've ever needed to create, Mark gives us a model that is similar to what I want. And then I just use that model and I tweak it and edit it to make it do what I want. So I've never had to start from scratch. So if I click on let's just use Business Advisory, for example, and you can see this one doesn't have a tag beside it. So if I were to click on Advisory, nothing shows up. So but I'm going to use that model.

And so this comes back to the screen that we just saw on the Create New. A couple of things that are different though. When you. So in the Create New, this was completely blank. I had to assign my own name from scratch. When you are using one of Mark's models, it will create a copy of the original name. So in this case he had named it Business Advisory. And then it also adds the date and time of when you have made the copy. For myself, I also like to put something here.

I'll just say to be edited. Now there's, there's lots of ways that you can tell whether something is in edit mode. It's just me. I like to be a little redundant with things. So I usually type something in that's above and beyond the information that Mark has given us. I am going to say yes, this is recurring work. This client wants me to meet with him monthly to do advisory meetings with him. I'm going to go in here and let's say.

There are hundreds of icons in here that you can use, guys. And this is what shows up on your left hand menu bar. So let's say one of my niches, actually let's use construction. So if I start to type in the word construction here, I get a few icons that look kind of constructionists. Another one of my niches is service based companies like veterinarians and stuff like that. So if I type in dog, I'm going to go with this little cute image of the dog. And then we have whether I want it to go live or not. I would highly recommend that you don't make it go live at this point. Once you make it go live, it will appear over in this left menu bar. And you run the risk of potentially using the wrong quote model when you are in a meeting with a client. So if I am still editing it, I like to keep it in not Live mode. There's actually three different places where you can change the live mode. This is one of them. So you can click yes here and then your save and continue.

And then there's two other places that I'll show you one in just a minute and then I'll show you the other one later because it's right at the very end when we're revealing the price or getting ready to reveal the price. And then in here you can add more than one tag. So it's defaulting with what Mark had in there already as accounting. I'm going to also add that it's advisory and keep an eye over on this left hand menu. Guys, when I hit save and continue, my little doggy guy.

Is going to show up over there in a minute. He should.

Okay. Did I. Oh, I didn't click Go live, did I?

There we go. Let's do that. Now. He will show up over on that left hand menu.

Except I'm getting an error message. I was getting this yesterday when I got to send a screenshot to Sarah for that too. When I was playing around in this demo version yesterday, I kept getting that error message and I would exit out and go back in and do it again, but then I would end up having it there twice. So let me just refresh my screen figures. This happens during live demo. So there's my little dog. So even though I got that error message and it got hung up for a minute there, not sure why, it could just be something about screen sharing in the session that we're in or whatever, but it is actually live now. And if I wanted to use that, if I'm on the phone coding a veterinarian's office, I can just click that little dog and it will take me in to my quoting questions that I have set up for that particular type of model. We're going to look at this later. I'm just going to go back into model management for now. So that is how you use one of the templates and change the name. So you can see here I have it. Here's the second place where you can change.

Whether it's live or draft is by just quickly clicking on the live or draft button here. And that will toggle back and forth between the two. And again, there is a third method that you'll see at the end today.

Some of the other options that you have in here is to edit the model, which we will be doing. That's where we're going to be spending the majority of our time today. You can delete it and you'll see that you will get this warning message that deletion is permanent. So be sure if you want to do that and then finally you can clone it. So where I've used the clone a lot is, like I said, if I've set up a bookkeeping model, but then I want to slightly tweak it for my construction clients or slightly tweak it to my veterinarian clients. So I will have my own model. I'll start with Mark's template. I'll go in, I'll change it, all the settings that I want to change, all the parameters, all of that. I'll get it all set up and then I will. That will be my master bookkeeping model for me. And then if I want to make a version of that where I'm cloning somebody else and I know that I want to add a specific section of questions just for that type of industry, then I will clone my own model so it remembers all of my settings. And then all I need to do is change that, those few questions or that one little section that I want to do. I don't need to start with one of the templates and start editing it all over again. So I have a master version of my own for my company and I have names like Master BBBS Book or Bookkeeping Master BBBS or something. The initials in my business. Okay. Some of the other options that you will see here is that you can share a model. I personally have never used this. When you click this, you will get a message that is asking you, do you consent to effective pricing, revising and sharing your model with customers. So essentially what that means is if you click Share, Sarah will get a notification that you have a model that you want to share. It can't be shared with just individual people, though. It gets. If it gets shared, it gets shared with everybody. So here's an example of that where Jessica Fox, who I'm sure, I hope everybody in this session knows, has shared her monthly bookkeeping model for everybody to use as a template if they want to. So I personally have never used that share button. I would love, if the functionality was there, to be able to share it with individual people. Maybe that's on the roadmap. It would be ideal for when I'm co working with people. I have A little value pricing academy study group where we talk about a lot of things, pricing and stuff. So it would be nice if we could share things that didn't have to go to just everybody. But maybe that will come in the future.

Okay, so this is the main part about managing your models on this screen. Next we're going to look at editing a model. So I'm just going to put this one back into draft mode. I don't have to be in draft mode to edit it. If you see this one is live, my edit function is still there. It's just my process that if I'm editing something, I like to be in edit mode. If you can see this, these ones how I said I like to rename it to be. I add to be edited at the end when I'm drafting. When it's live, I change. I take the to be editing out and I put. For coding, there's a couple of different ways that you can use it. For quoting. You can come in here to your model management screen and click on use for quote or like I said, if it's live, the icon will appear over on the left here and you can just quickly click on the icon for the model that you want to use. Okay, so let's go in to.

I'm going to delete this one. One.

All right, so let's go into this one that I was playing around with last night. I'm going to click the edit button.

Oops. I think you guys lost my effective pricing window.

Okay.

Yes you did.

Every time I go back to my notes. Takes you back here. Okay, so we've, we've looked at this screen already. A couple other things that you will see that I, I just didn't mention before is these two drop down boxes that says fixed price template and payment plan template.

This is something that we will cover in future sessions. So we looked at how you can change the icon, we looked at how you can choose yes or no and how you can add tags.

The tags are what will populate in that dropdown list at the top of the previous screen. And remember, I'm going to remind you of this a few times through today's session. Because in last month's session I actually forgot this myself. I was trying to demo something and I wasn't clicking save and continue and it wasn't working. And I kept doing it over and over. There's ways that you can jump around in the software but if you've made any changes and you're not hitting that save and continue button, at the bottom the changes will not saved. So I'm going to drop a couple reminders of that in. So now here we are in a template. So if you remember on the create new button that we did, this was all completely blank. So before we get into.

The next sort of chunk of what we're going to be doing here with editing your models.

Sorry, water break. I'm just going to do a quick pause for questions.

What is the use for quote button for on the pricing model screen?

Ue if you're talking about the model management screen that we were just on, it's just another way that you can access the cloud quote screen. So let me go back there.

So the software gives us a couple in in lots of things there's different ways that you can do it. So this used for quote if I had a meeting coming up with a customer, I would go in here before the meeting starts. This is what I like to do. I would click use for quote. I would select my client name which I would have already pre set up. So if it was a new client I would have already added them. I don't let the client see this part. And then I would click on save and continue. And when I start the meeting with my client I am starting on this page. So that other part I would have done prior to the meeting starting. The other way that you can do it is by just clicking on the icon over on the left hand side. It brings you to the same place. So it's just two different ways of doing that.

Going to go back into the one that I am editing.

And back to my questions. Okay, if the all down arrow doesn't work, is that only available for pro version?

So Stephanie, what I think you're asking is if the the tags drop down arrow, if you have all selected, it's not showing you all of the options. If I'm understanding correctly, it could just be that maybe you're on a plan that doesn't show all of the options. If you've got all selected, you will have access to see all of the ones that you have access to. So that first part that I showed you about how we're on different plans and I I'm on an unlimited plan. When I select all, I see everything that Mark has created. If you're not on the unlimited plan and you.

Okay, the arrow next to all won't show any options. Okay, that's a tech problem then I don't know why it would do that. So you need to reach out to the support team for that I can't unfortunately, troubleshoot a specific problem that's not kind of related to everybody. So sorry, I can't help with that today, Stephanie.

Okay, so.

Let me go on.

Okay, so we're going to start setting up our questions. So I'll walk you through this screen a little bit. We're like a third of the way through. Okay.

So over here you have what I refer to as my workflow bar or my navigation bar. It lets you jump around from page to page. I would recommend when you are setting up your models, especially if you're new to using the software that you just go through in order, because it does really do a very good job of walking you through sequentially of how things are best to be done.

And when you do use the Save and continue. When you've made changes and you do use the save and continue button, which is at the top and the bottom of the screen, it will automatically advance you to the next section.

The questions is what will have the biggest impact on the end price that the client sees. So if you were in our previous session last month, we talked about how, for the most part, the order in which a client in the order in which you ask the questions and how they appear here is what impacts the way the price builds up. So keep this in mind when you're editing your questions. If you're maybe moving questions around from one place to another, we're going to look at how to do that.

And when you are reviewing and troubleshooting at the end, really remember as we're going through these training sessions that the order of your questions is important. Okay. We're also going to be covering troubleshooting in a later session as well. You also here will have the add a section button. When you do that, it will ask you to name the section. So I'll just type in test. You have the option of whether you want to isolate or hide. We will talk about those a bit later. I don't use them too often, but I will tell you what they're for. And then when I click save, you will see that that new section that I've just created is now down here at the bottom. If I wanted that to be somewhere else, I could click on these three little dots and I can move it around to another place further up. For now, I will delete it. You can also move individual questions, so you can change the order of the questions. You can also move questions. So these guys right now in the template are different sections that Mark has already added. So we have an about your business section, bill pay services section, and other things you may want to. You can move questions around not only within the same section, but you can move them to different sections as well.

So I like to use this for a couple of reasons. Number one, I think it presents better to a client if you were not to use sections and you just had a list of questions when you're in your meeting with your client is just going to be a long list that you are scrolling through all of these questions. When you separate it into sections, each section appears as a different page, if you will. And when you click Save and Continue, it advances to a new page with a new set of questions on it. So rather than a client's seeing a list of 30 or 40 questions, they may see a list of 10 questions on one page. And then I hit save and continue. And then maybe there's only three questions on the next page. For example, this one would have two questions on the next page. So that's one reason that I like to use sections and I like to split it up in the way of the topics that I typically like to group together. So I also have this. About your business section.

I also have sections for related to accounts payable, accounts receivable, human resources, governing bodies. And within each one of those sections, I have questions, sometimes just a few, sometimes five or six.

The. The other thing that I like about using sections is this isolate button. But we're going to talk about that a bit later. But it's, it's important to know that that's a good reason to be using sections as well.

The other thing is with the isolating part is it does help you.

Have an impact on how you calculate your price or how your price appears at the end. So don't just automatically click on isolate, thinking that that's going to isolate your questions into a separate page. On its own, you don't need to click on Isolate. As long as it's in a separate section, it will automatically do that.

Okay, so we, we showed you how to move things around. You can also delete an entire section. You can delete individual questions. You can add a question. We're going to be going through this in a lot more detail today.

And you can also edit questions and the types, the calculations, the wording. At this point, what you want to focus on is being generally happy with the layout of your sections. Okay, we're going to get into details of the calculations and the actual question questions themselves in just a moment. But for this initial purposes, just be, just focus on setting up your sections.

Okay, I'm not going to hit save and continue because I am going to move on to the next section.

Okay, this I do want to show you on the slide. So I'm going to hop back over into the software in a moment. But this is the four different types of questions that you can add and then also the eight different calculation types. So question types, you have choices of drop down, yes or no value and free text. And then the calculation types, there's percentage increase, multiply and add, number of units and unit price raised to power, root and minus. Even though we have all of those variables of how we can combine our questions and do the calculations, I keep my models really simple. I use multiply, add for probably or percentage increase for probably.

95 of my questions. And then I may have a few that are number of. I do have a few that are number of units and unit price, which those two go hand in hand together. Guys, we're going to look at that at the end of today. So you can't use one without the other for those. And in, in a couple of my models, I do have one question that would be minus. I never use raise to power. I never use root. Those are really advanced functions that I just do not need for the nature of the business that I provide. We are going to look at them in a future session, but for today we're going to focus on the ones that people use most often.

So let me jump back over into the software and I'm going to go into my sales tax question. I will click on edit. So up here is where you can change the name. If you're in the uk, you might want to say are you registered for VAT or VAT.

Here in Canada? I would say are you registered for HST or GST or PST maybe, depending on what province they're in.

Adding this description creates a little tool tip and I'll show you in a bit when we're looking in an actual quote of how that looks. And then here's your question type. So this is the four options that you have. Yes or no is obviously going to be a very simple closed ended question that they're going to answer yes or no to a drop down. So sorry, let me just go back to yes or no. When you have yes or no as your question type, you're going to see that you have these three boxes at the bottom. You're going to have yes value, no value and default value. What these are for is if they answer yes to the Question, what do you want to happen to the price as a result of them saying yes to that question? And by the same token, if they say no and then the default value. So I like to use the default value because it saves time when I'm going through these questions with a client. And this really has to do a lot with your ideal client. If you're dealing mostly with, you know, large corporations that are definitely registered for sales tax, then this could be a model that you use that you have the default value set to. Yes. If your ideal client is maybe a startup company that isn't registered for sales tax yet, you may have a default question set for no and just a quiz. And I know there's some power users here that will easily be able to answer this, but do any of you know how I would have be able to use models that have two different default answers for the same question?

If you do drop that in the chat. I'm going to take a look in a moment, but I will continue going on here. There's also another couple options at the bottom. Enable individual package pricing and enable additions to selected packages. I know.

Somebody asked about this in last month's session if we would be covering this and yes, we will, but it's advanced so we will be covering it in a later session. It's not necessary in the beginning for trying to get people up and running as quickly as possible. So we'll look at. The other option is drop down. You'll see now that my list at the bottom changes. I've lost that yes value, no value and default value question. And instead I've got this spot that says select drop down.

So this is where you can create again, Mark gives us templates. As you can see in this model he's given us five templates. So you can use a template that he has given us.

And you can. So.

Sales invoice. We'll pretend that we're asking how many sales invoices they have. You could, if they say, oh, I have 20 sales invoices a month, then you can select this option and that will add $900 onto the price. When you are selecting one of Mark's templates, if you want to change any of the prices or change any of the options, you can just click on the modify button and then you can change the numbers in here, you can change the price, you can add other options, you can delete options if there's more than what you need. So again, really customizable guys that you can do whatever you want if none of the templates that Mark provides to us works for the type of dropdown that you want. You can create your own. So you would go back to where it says, you know, maybe you've looked at some of the templates that are there and you'll see you lose that create button. What you need to do is go back to click on please select. And now you get your Create button back. And now you can start from scratch. So I can say test.

I'm going to say option one.

Option two, I'll just do two options and then maybe this one I'm going to add 500 and this one I'm going to add thousand. Now when I save this.

It shows in my list of dropdowns that I can choose for that question type. You'll also get a default value of what, what most of your clients. And again, this is about knowing your ideal niche about what most of your clients are going to choose. So if I know that most of my clients are going to choose that they are 50 sales invoices a month, then I can choose that as my default value. And then obviously when I'm going through the questions with them, if I need to change it for an individual question, I can. So that's our drop down option. Next we have value. So in this case, when you ask the question, it's going to be a, it's going to be looking for a number for your answer. So you would type. It's a free form text field where you would type in a number. So for example, you could be asking how many bank accounts do they have? They might say three is the number that you would type in. You don't see it on the screen, but you would see it on the quote. When you were going through it with a client, you would type in 3 and then the value would then be 25 times 3 for whatever number that you have entered for that question. Sorry if I was using multiply as example.

So that is the value. And then free text. This is just what it says, guys. And you'll see we lose a lot of functionality. This is really just a free text field. It has no impact whatsoever on the price that a client will see. But where it does become helpful is when you're using the software to create create your proposals. After you have created a quote and you want to create a proposal, you can link your quote together with the proposal. Again, we'll be looking at this.

At another session at the end of, towards the end of the year of doing proposals and whatever you've Typed in here will you can set it up to pull into the proposal for. So for example, you could ask them how did you hear about us? And they might type in you were referred to us by one of your other clients. So you could type in referred by blah blah blah blah. And then in your proposal, you could tie that in with some wording that says, you know, thank you. I'm so glad that yada yada, so referred blah blah blah person referred you to us. So whatever free form text you put in here, you can tie to your proposal. So it doesn't have any impact on the pricing. So I'm just going to go back to our yes no part for simplicity today. That's where we will be spending most of our time. Unless I'm when we're talking about number of units and unit price and stuff, we'll stay on yes or no for the most of today.

Okay, so next we have these eight calculation types. I do see some questions rolling in. I'm going to come to those in a minute once we sort of finish this section. So here are our eight calculation types. So this is what is going to drive the price changes that are happening behind the scenes. So when a customer answers yes, do I want the price to increase by a percentage? Do I want to add a certain amount? Do I want to minus a certain amount? Again, we're going to talk about number of units and unit price later.

So we're going to be focusing on multiply and add and percentage increase today. So.

If somebody said percentage increase and multiply two are pretty much the same thing or have the same functionality in how it affects the price. It's just options of how your brain works. And there is one slight difference that I like to change. So if you're doing percentage increase.

Say you. If somebody answers yes to the question, you want to increase their price by 15%, I would just type in 1.15 here and that will change their price. Right? If I want to multiply and then my no value is zero. If they answer no, nothing is going to change on their price. If I choose multiply and I say I want to multiply their price by 15.

If they answer yes to this question, you have to be very careful to change your no value because as you know, if you multiply any number by zero, you're going to get zero. So what will happen if you're using multiply as your calculation type and you don't change this no value? Whatever price has been built up to that point is going to suddenly Reset to zero and it will start calculating again.

From that point. So you could have your price, building, building, building, which we'll look at on the review tab. I'm doing hand signals as if you guys can see me, but you'll have your price, building, building, building and then all of a sudden it will go to zero. So if you're using multiply, make sure that you have a one in your no value field 90% of the time. Like I said, I'm using percentage increase or add.

While I do like the multiply feature, I don't like that I have to remember to put one in here. And so it's just easier for me. The way my brain tends to work is I like the percentage increase.

So we talked about the default value choices that you have. Again, it's really just about knowing your niche and your ideal clients.

And finally, minus does the opposite of add. I think that's pretty self explanatory and you all could have guessed that there may be a time when.

Maybe you've asked an industry type question and you could have. So I have a drop down. Let's see if there's a drop down for industry in our demo. There is.

So here we have percentage increases and as you can see this one is a 0.8. So that would be similar to having a minus in for that. So if somebody is a property dealer in this case, maybe their books are a little bit easier for you to do. So in that case you would want to minus the price that has been calculated at that point. I'm just using this as an example. You can't mix and mingle your calculation types. So that would need to be a completely separate question. But that's an example of when you might want to use the minus functionality to decrease the price that has calculated so far. Just turning my fan on, it's getting warm in here.

Okay, so that was a pretty long description because we went through all the calculation types. We're going to start to move through through things a little bit quicker now for the rest of the session.

And I'm going to do a question check here.

Okay, I'm going to scroll up a little bit.

So Christina asks, this is showing a 25 increase to price for a yes to having sales tax. That is correct, Christina. So this is my sales tax question. So if they answer yes and I've got a percentage increase in here and I do.

1.25 that will give me a 25% increase. If they answer yes tax to this question.

On the dropdown Number of invoices. The additional numbers on the right are annual numbers. Yes, Stephanie, thank you so much for reminding me about that. These are all annual numbers that we're talking about in here. I, I had it in my notes somewhere to mention that to you guys. Maybe I skipped over it because I'm, I'm just kind of doing the demo and not referring so much to my notes, but yes, thank you. These are annual numbers that we're looking at in here. Except, of course, if you're talking about percentage. But if it's a drop down, we'll go back to that drop down.

So these numbers here are what you were asking about, Stephanie? Yes, these are annual numbers.

Okay.

Sherry asks, is there a way to see all my questions and options in a way that doesn't require clicking through each time? I. E. I want to see on paper how things flow instead of clicking through.

If you're meaning, you want to see a list of here's my questions, here's the question type, here's the calculation type, here's the values that I've got assigned to it, and then here's my next question. Here's my question type, here's my calculation type. I think that's what you're asking, Sherry, and in that case the answer would be no. But I do see that ue, if I'm saying your name right, has told you. What I am going to show you in a little bit is the review page. It does show you how the price starts to add up and. But it doesn't show you if what you're asking is to be able to see a printed version of your question type, your calculation type, and the value that you've assigned for each question. No, there isn't a way to just view that at a glance.

I think the rest is just some conversation that you guys were having.

Okay. Yui says in my last session I talked about pricing sales tax based on the standard quarters. If the client is on a different frequency, how does this impact the calculations? So for myself, if a client is on annual sales tax filings, this would be an example of when you could use the number of units and the unit type question, which we're going to look at later. So Yui let me know maybe later to revisit that question if that doesn't answer it for you. But it could be that they answer. This could be a number of units type question. And you could say, does somebody file sales tax? And you could say yes. And that's it. That's the end of Your question at this point and at this point it would have no impact on the price at all, which you'll see when we hit the review screen. But then later when you ask the follow up question for the unit price then you could ask how often do you file your sales tax? And you could then have a unit price and if they say quarterly or annually or whatever and that could be a drop down, then it would, the system remembers the price. So I'm, I'm a little conscious of time. So we are going to come back to that a bit later. But I, I think that will answer your question later for the, the units and number of units and unit price. Terry Lynn says when you choose add and use a value that adds dollars and not a percent.

So let me go back in here. So when I choose add. Yes.

Yes, that's right. If I choose add, this is no longer a percentage. It's only if I'm using percentage increase that the value is a percent.

And.

Mark says to confirm annually. So I believe I just answered that for another question that was asked a little bit before yours. Okay, let's keep going. Got about a half hour left.

Okay, so conditional formatting and unit pricing. So I'm going to go back over into the, the demo in a minute but I just wanted to give you some tips. So when you're using conditional formatting, so a lot of people have asked about the software, if it's.

God, I'm drawing a blank on the word receptive to maybe what you're trying to do, conditional formatting. So you ask a question and depending on how the person answers that question, logic, conditional logic jumping I think it's called. You see it a lot in form building software. So you ask a question and depending on how the customer answers that question determines on follow up questions that they may or may not see. So for example, if a client, if you ask an initial question, do you have payroll? And the customer says yes, it opens up a new list of questions that are payroll related. No, the software does not have that type of functionality. But there is a workaround when Mark was having this software design and when he was switching from cloud pricing to this one. Obviously it could have been built in to the software into the design but it came with a very high price tag that would have obviously impacted us then on how much we were paying for the software and it was a very high price tag. So what he did was he left that out but created a workaround. So what you would do is you would begin by using a section. So we talked about how to add sections. Your very first question in that section has to be a yes or no type of question. And regardless of how they answer, whether they say yes or no. So if we're in a question, let me just add a section. I'll call it test again.

Go down here, add a question. So it has to be a yes or no type of question. And then regardless of how they answer the question, the value is going to be zero. So there will be no impact on the price no matter how they answer. Okay, so that is step one for conditional formatting. Okay? And then I'll say yes. You also want to set all your default values in this section to be no. And so then what I could do, let's say this was, I'll change it. Do you have payroll?

So now I'm going to add another question. And I'll say, how many employees?

Okay? And then.

I may want a value in there. My default value again is going to stay zero. I'll just throw some random numbers in here. Guys, don't pay attention to these numbers. And then I may say, what is your frequency?

And I'm going to say, value add.

$100. And again, default value has to be zero. So now what happens is, when you come to this section, when the client answers this first yes or no question, if they say no, you can just automatically save and continue on that section without having to ask the other questions that are in that section. Because all of your default values are no and your default value is zero. If they say no to this very first cross question, it will not have any impact on the price. If they say yes, however, you can continue asking the rest of the questions and you will have your yes value or your yes calculation type in there. So that is how you can use conditional formatting. The other way would be to use this isolate button. So think of the isolate button. If you have a math formula that has brackets in it, this isolate function will treat that portion of your calculations as if it was within the brackets of a formula. So any calculations that are done in this section will be isolated and calculated on their own inside the brackets. And then all of your other questions are the rest of the calculation that's outside the brackets. So we are going to, in some more advanced sessions, we are going to utilize that a bit more. But that's basically how the isolate function can help you with conditional formatting as well.

So I will delete that section.

Okay.

Next we're going to talk about unit pricing, best practices, and again, I'll jump back into the demo in just a moment to show you this. Always remember that it's a two part question. If you add one part without the other, it is not going to have any impact on on your price. The first part of the two part question is to ask your number of units question first and that will always have a default value of zero on the answer. Then later, at another point in your questions, you can then ask your unit price question. And remember those two questions do not have to immediately follow each other. So let me show you what I mean by that. So here I have a question. How many credit cards do you have?

If I wanted to change this to a number of units question.

And I can say my default value is 1 and then I save that, what will happen when I ask that question question for a customer? They can say, oh, I have two credit cards and nothing will happen to the price. Okay. But then later down here I may say, in another section I may say.

Do you want us to reconcile your credit cards? Okay, so this is now going to be a yes or no type answer. I'll set it up. This is now going to be the second part of my two part question. So I, I already did my number of units question where I asked them how many credit cards they have. So now this is going to be my unit price question. When I select my unit price, I will get a list of all of the questions that I have previously set up as a number of units questions. So we had an example in this template. How many divisions and locations do you have? In the template that was set up as a number of units question, I just added one, how many credit cards do you have? So I will. This list will be determined based on the number of units, the number of the number of unit questions I've tongue tied today that you have previously set up. Okay, so any questions that you've set up will appear here. So I'm going to select my how many credit card accounts do you have? And that way the system knows it will. Remember when I asked that question earlier and I asked the client and they said, oh, I have two credit cards. This, it's not going to have any impact on the price at that point. But later what it will do is it will remember that the customer said that they have two credit cards. I'm going to say I'm going to charge $100 to reconcile a credit card and my default value. I'm whoops, not sure what I did there. My default value. I'm just going to say yes. So I'm, I'm going to quickly save this because I want to show you how this looks in the review screen. So we've mentioned the review screen. We're going to look at this again in a minute. I told you earlier about making a model go live and about how there was three different ways to do it. The first one was when you were cloning or copying or creating a model. The second one was the toggle button where you can toggle between draft and live. And the third version I said was at the end and that is here on your review screen. You have this button here where you can make it go live. And this is the review screen where we were talking about in answer to somebody's question, where you can't see exactly the, the question type and the calculation type that you've chosen. But you can come here and you can review how your price is tallying up as you go through the questions. So if you remember from last month's session, I set a base price of twelve hundred dollars. So basically what that means for me, I am not quoting a client that is not at least $1,200. That's what I call my get out of bed price. So that's what my price starts at. A lot of people don't use a base price. They leave it at zero to start. And so if that's the case, that's what you would do here. Here I've said that my client has chosen that they have between one to 10 invoices. So that increases their price by $600. I'm just going to go to this. How many credit card accounts store do you have? So as you can see right now, there's no impact on the price. The previous question, the running total so far was $4,050. And right now the total is still $4,050. I'm going to change this to two and it. And I'll hit my calculate button again. And it still doesn't change the price. Right. I've said that they have two credit cards, but it didn't change the price. If I now scroll down to do you want us to reconcile your credit cards? And they've said yes. Now you and I had said 100 was the price and they've told me they have two credit cards now the price increases by 200. So I'd like to go through it again because it's a pretty big concept. So if we have time at the end and if anybody needs me to, I will go through it again.

But just know I'm going to toggle back over to the slide deck and you will get this. Just know that you have to use those two questions together and to use that review screen at the end to check for your troubleshooting. And we're going to cover troubleshooting and we'll spend a lot of time on that review screen later. I'm going to purposely make some questions go wrong, and this will be one of the examples that I will make it go wrong.

I just want to check for questions while I'm reading that.

There'S any other use. So you could use this for number of employees. Maybe you charge per employee, number of bank accounts, number of divisions, locations. If we have some other power users in the group that are using it for other types of examples, please, you know, feel free to drop that in the chat for everybody as well. I'm going to scroll back and look and see if there's any questions.

For units. What if you allow to. But charge if over that.

How would you set it for units? What if you. I don't know what you mean by if I allow to. The. The units question that you start with is a free form text field. So it's a value question that you're asking, how many of something does a person have? And I just lost that question. Right. So, Kimmy, I. Yeah, we just lost it. So the question is, what if you include. Let's say you're reconciling, includes two accounts, but they have three, so you want to charge just for that one over the two, then I would put one in that field.

If I. If I automatically include two bank accounts with all of my packages, when I'm answering that question, I would put one and I would actually have a little tool tip. We talked about how you can add a description that creates a tool tip. I would create a tool tip. And when I'm asking the question and the client says, oh, I have three bank accounts and they can see that I'm only typing in one, I would tell them, oh, we include two in all of our packages. So I'm just going to put one in here because I don't want your price to increase for all three, I hope. Thank you. Okay.

In your last session, you talked about pricing sales tax. Oh, we talked about that. What if the response are your books are up to date is no? What do you do if. If the books are up to date for no, then I actually have a different model that I use that they need to do a cleanup job or catch up Job first, it's not part of my regular monthly bookkeeping price. If their books are not up to date. If their books are not up to date, I have a different model that I would explain to them that we need to do that first. But I would have already determined that during my fact find meeting and my.

Diagnostic review and stuff that I had done before this book point. Okay, let's. We've got about 15 minutes left when we're going to. And this is the last section that we will talk about today. And then I'm going to also review.

What'S coming up because I know some people were having problems viewing these sessions on the trello board. So we're going to talk about. So we've set up our sections, we've added all of the questions that we want. We've got all of the correct calculation types that we want. Our next step at the end is the customizations that are available when we are revealing the price to the client. So there's five different things that we can customize in the price reveal area and that is our sales tax text, our primary pricing description, secondary pricing description, our package pricing description. That's a lot of pricing pricing description words, and our cancellation text. So I will jump back over into our demo and I will show you how this works. So I'm going to hop over into our. I'm just going to jump using my left hand workflow button here or navigation bar. I'm just going to jump over into our expressing price section. I did go through this in detail last session. This is where I have that base price coming in. I'm going to focus on the sections that are customizable in here for revealing the price price because I did go through everything else in detail last time. So the first spot that we can customize is this sales tax field in your model. It will default to hide, which means that no text is going to show up at all. The. Oh, I mentioned the global adjuster earlier too. That's on the screen as well. Anyways, different topic. Okay, so if I want to customize how this reveals to a client, I would click on show and it would say plus hst.

The other thing that I can change is the wording for the primary pricing description and I'm going to go in to a quote in just a moment and show you guys where all of these changes appear. So the primary pricing description is a free form text field that appears just kind of at the top of the screen over to the left of where the prices are. And you can say anything that you like in here. This is actually the default. I quite like it. And then we have an option for a secondary pricing description. Again, another free form T text field. This one is blank by default, but I'm going to type something in just so I can show you where it appears. So I would say this is tax deductible.

Yay.

Except I'm not actually going to type yay in here. Okay, so that is our secondary pricing description. The next thing that we can change, another free form text field is this package pricing description. This is what would appear when your price is revealed in payments. So it would say 12 in this case payments of or 6 payments of or however many payments you've had, you've got set up so you could change it to 12 payments or payments of. You can change the wording to whatever you like. The payments of is again the default. And guys, honestly I really keep most things super simple. I find the templates that Mark has set up for us are really intuitive to our needs and understands, you know, what we do. And I'm a numbers person, not a words person. So if I wanted to reword any of this stuff, I would probably go to ChatGPT to help me. But yeah, if you, if you want to reword anything in here, you can.

Next we have our cancellation text.

That you can change. So the default is blank. I'm going to type in. You have 30 days to request refund. I'm just typing this in so I can show you guys where it would appear here. And then finally we have this most popular text button. You can change it to popular or most popular or.

Special package or whatever wording you wanted to use. The thing that you have to keep in mind with this one though is that it's a two part.

Thing that you have to do. So in here I can type the text of what I want it to say. I'm just going to click save and continue so that it saves all those texts that I typed in. And this now takes me to my next screen which is my pricing parameters screen. We did go through this in a previous session, so I'm just going to jump down to the bottom to where I see this section that says most popular. If this remains as not applicable regardless of what I've typed in on the previous screen. If I've typed in most popular, but this says not applicable, that most popular message is not going to show up anywhere. I need to pick one of my packages to say that this is my most popular popular package. A lot of people choose their middle package. I have chosen my premium package and to date, knock on wood, guys, every single client that I have used effective pricing for has always chosen my premium package. I don't know if it's to do with some of my other techniques that you may have heard me talking about before. Like my tone of voice gets excited when I talk about my premium package. Anyways, different topic. So I'm just going to click save and continue. Now I want to go into a quote, so I'm going to come to my left hand menu. I'm going to click my client. Whoops, not new client.

Clicked my client. And I'm going to pretend that he's answered all of these questions already.

So I'm just going to quickly save and continue.

And now here I am at my fixed price screen. So when I click on reveal for my fixed price, here is where I see that primary pricing description. Your small monthly investment is. I forgot to type in something in the secondary pricing description.

But where you would see that if I had would be right underneath this message so there would be a second message. I thought I had typed in. This is tax deductible or something. But maybe I didn't save it after I did that. Over here is the other free form text field that we had, the package pricing description where you can say payments of or you can change it, so on and so forth. So that's where you see a couple of those customizable things. If I click oh, if I select a package and then click on save and continue.

You know what guys, let me go back to my model because I think I didn't type in.

A couple of things there.

Bear with me for a minute.

So show plus hst. This is tax deductible, save and continue.

Oh, I know I wasn't using the correct model.

Because I did not have this one live.

There we go. So now this is my live model. Sorry guys, let me just quickly go to that screen again. See this is what I mean about using that live and draft model. I used a wrong model over here. Trying to be quick to get to this end reveal screen with you guys. Okay, so now here is that secondary pricing message that I typed in. Here is my most popular message that we typed in.

Here's an example guys of where I was saying tool tips that you can put on the questions as well. So there is a spot where you can put tool tips on your packages as well. But if you put a description in on a question when you're asking the question, it will give you this little tool tip that so for example, the person who includes two bank reconciliations, you could have a tool tip that says something like that. So if somebody says, oh, I have three divisions and you only type in one, you could have a tool tip that explains we include the first two for. For you. Okay, so I'm going to choose my package save and continue up here at the top now is where I see my sales tax text message. Guys, I'm going to go over by a couple minutes. This really is the last part of today's session and then I'm just going to show you the upcoming session. So if anybody needs to jump off, please feel free. I'm just going to show you those upcoming sessions and what we're going to be talking about. So here is where I show the plus sales tax screen. Okay. And then if I hit save and continue down here is now my cancellation policy text that I was also able to modify.

Okay, so I am. So that is it for our software demo.

The the price is or the course is in Trello, but I know some people weren't able to see it last time.

I'll show you where it should be appearing for you. It's in a column all on its own here as effective pricing. And then there's the dates and all the sessions. And when you click on a session, of course it gives you a description of what is going to be covered in that session. I know for some reason some people were not able to see that so that you would need to reach out to Sarah to find out why. But in the meantime, here are the upcoming sessions and what we will be talking about. It obviously doesn't go into as much detail as what the Trello board does, but on September 23rd we're going to be doing part two of building your models and that's when we're going to be looking at your packages, some extra things like discounts and enhancements and then we're going to be spending a lot of time on that review screen and troubleshooting. I'm going to purposely break some of our pricing models to show you what it looks like when it breaks and how to recognize that and then how to fix it. October 24th we're going to look at the step by step guide for putting your quotes together. November 21st is proposal. So that's when I mention about that free form text field that has no impact on the price, but you can pull it into your templates and your proposals that you set up. So the design process for setting those up. And then December 12th we're going to talk about some of the integrations that we have with effective pricing. So I'm going to.

Pop back over, I'm going to turn my cam back on.

Hi everybody. I'm still here and I'm going to pop back over to see if there's any more questions. In the meantime, if you need to pop off, thank you all so much for coming today. I hope this was helpful to get you started. Anybody should be able to get started. Based on what we've shown today, some of the things we're going to go into in part two for the discounts and enhancements you don't necessarily need to use right off the bat. So this should definitely be able to to help even if it just gets you started playing around with it yourself. And then we add the discounts and enhancements section next time and again, although there is lots of customization available, I keep my models really simple, guys. Multiply, percentage, add.

And once in a while the units and number of questions. So I'm going to quickly look at questions and see if there's anything that I need to pop back over into the demo for.

Thank you Lynn for answering that one question for me. Jeff, in your experience using this pricing model live with clients, do you have a feel for the point where you just have too many questions in your model? No. And I say that because I have different models for different niches or clients that I deal with. So each one of my models has exactly the number of questions that I need. And if it is a model that you know, I've used some of that conditional formatting where that first question is a yes or no, I can easily skip those, that whole other section of questions if it doesn't apply to that client. Stephanie I don't personally use a cancellation policy. My clients are able to cancel with 30 days notice to me, so they're not locked into a one year term. But I do not offer a cancellation and that's in their service agreement. I do not offer a cancellation process in my effective pricing where they get any type of refund at all. So I'm going to stop sharing.

There we are again. And I'm not seeing any other questions in there. So I'm going to turn my cam off, turn my mic off. I am going to hang out and chat here for a bit. Gabby's going to play some exit music for us. So if there's any questions that follow in, I'll be able to answer them in chat in the meantime, it's a long weekend for us here in Canada. So for everybody celebrating the long weekend, have a good one. Mine is actually starting after, after we hang up from today's session. I've got a five hour drive ahead of me to go visit my mom for the weekend. So enjoy the rest of your week, everybody. Thank you.

Have this feeling haven't felt for so long Took a hold of me I won't let.

You it caught me off my guard cuz you're in my space and now I'm so.

Pull me towards you and I cannot fight it My head's underwater I try to disguise it Want you to hold me though we haven't spoken I need something to get me to open you are only a shadow away from me to be my everything Cause you are only a shot away from me to be my everything you are only a shot away from me to be my everything Cause you are only a shot away from me to be my everything.

Won't let you touch me won't let you go to my head Cause I know I'm dealing with the devil But I'm standing with my heart in your head and I'm too deep into win this gamble p me towards you and I cannot fight it My head's underwater I try to disguise it Want you to hold me though we haven't spoken I need a something to get me open you are only a shot away from me to be my everything.

Sa.