Effective Pricing Training: Mastering Software Settings for Optimised Pricing

Okay, so mastering the numbers, understanding the price calculations and the models. This is session two of our course for the year. So last month was really just about all the introductory setup, the formatting, a little general overview of the software, what it's capable of, that sort of thing you all know, if you know me and I, I mentioned it at the beginning, I 100% like love effective pricing. I'm very excited to have the opportunity to be one of Mark's trainers on this particular topic. I'm located in southern Ontario. I do keep a fairly small firm as far as the number of clients that I have, but we do large volumes of work for them. Because my ideal client is I, I'm a bit of a control, well not a bit of a control freak. I'm a lot of a control freak. So my ideal client is somebody that lets myself and my team do a hundred percent of the work. I don't want them in their books. I do a lot of speaking at conferences and events and stuff like that. And I just really love teaching and sharing my experience. Experience. So I've been in Mark's academy for a number of years. I really made the investment in time to get my effective pricing set up and that's when I started seeing results like this. And I've been hooked ever since then. I will absolutely use effective pricing for the rest of the time that I am in this business. These are just some of the results that I had the very first three times that I used the software. I told you what my pricing process is about starting. I do start with an ideal client in my niche and then I have a, about a 15 or 20 minute video meeting. A very quick sort of pre qualification. Do I like this person? I pay attention in the conversation of how it's flowing. Are they responsive, inquisitive. I listen between the lines during there I always do that diagnostic review. Then I do what we call in Mark's program, the fact find meeting. This is another video meeting with them, but it's longer, about 60 to 90 minutes. And this is where I find out all of their pain points that will help me pinpoint how I can solve their pain and that's what demonstrates my value to them. And then I have the effective price pricing meeting. I reveal my price at the end of that and then once that meeting's done, I send the service agreement usually within about an hour or so and we get started. Okay, so today we're going to talk about mastering the numbers. Like I said, you really need to know how the price is not only how the prices calculate but the order that they calculate in. Because you may go and understand what rounding is and you, you put in rounding. But if you don't understand the order that the software says, okay, I'm gonna look at this first and get a price and then I'm gonna look at this adjusting factor next and then it's gonna do this to the price and then I'm gonna look at this third thing and I'm gonna apply whatever Kim has told me to apply at the third step. So if rounding is like step five in the process and you haven't done the first four steps before that, it's not going to give you the results that you're looking for it to do. So I'm going to be back and forth a little bit between the software. Step two then is about the questions and how the questions affect the price. Step 2B, and this is where we get 11 steps instead of 10 is because there's some A's and B's in here is about isolating sections. Step 3 is about if you're using the Global Adjuster. Step 4 is about calculating the price for your packages. So we're going to be spending some time on the pricing parameters for your packages. I know that's a pretty small screenshot, but it will be bigger when we go into the software. I just want to let you know the order of the steps that we're going to be going through today in today's session. Step five, we're going to then check the. The software is then going to check what your minimum and maximum prices are. Step six is about chunking the price down. So we'll talk about that. Step seven is the rounding number. Eight is then how you want the rounding applied. And then steps 9, 10 and 11 is about the behavior rewards, the enhancements. And if you're offering a payment plan and the sales tax, there's. So you will get this handout as well. But those are the steps that we'll be talking about today. So let me open the software here. So the first step is going to be setting up your base price. So I'm just going to go into my model management and let me use this model. I'm going to just quickly save and continue on this screen. And here's where I want to be, where we're going to be doing the base of our work. And we're going to be going through each of these menu sections over on the left hand side today. By the end of today we will have gone through each of those options, it is going to be a little bit of jumping around a bit. So I'm not necessarily going to do questions first and then expressing price first and pricing parameters next. I am going to be jumping around a little bit because I'm going to be going in the same order as what the software does when it's looking at all the information and all the settings that you've entered to calculate the price. So today we're focusing on how that price builds. So in here there are two sections for global pricing parameters and stuff standard text. In the top section you'll see the first field says base price. The default in your software for the base price is going to be zero. You don't need to change it if you don't want to. But this base price, what it means is the base point that all of your formulas or your pricing is going to start at. So if you have your very first question when you're looking at your review page after you've gone through all these steps and you're looking at the review, the very top is going to be zero. That's what your price is starting at. Myself I have it set at my price starts at 500 because if I'm not getting $500 a month from a client, then like that's what I call my ghetto at a bad price. So before I even ask my first question, my price starts at 500 and that I include a couple of softwares with. People always say, how do you cover the cost of software? Or do you make your clients cover the software? For me, in my business there's two softwares that are mandatory for clients to use and that's QBO and Dexterity. And because I make it mandatory for them to use those two, I do include the cost. And then people say, well, how do you account for when QBO or Dext increases their prices through the year? I'm charging $500 right from the get go. And even before they've answered a single question. So even before I've said, do you want us to reconcile your bank accounts or do you want us to do your ar? So before I've ask them a single thing, they are paying me $500. That covers the cost of my software. It covers any price increases that QBO or Dext may have throughout the year because they're certainly not going to increase by more than $500 per client. Okay, so that's my first line of the addition and then I use that for my subscriptions. Like I said, I Get the wholesale rate on behalf of my client. So I was setting this base price at $1200. But I should mention that it's important to remember that these prices that we're going to be talking about today are based on annual calculations. So although it's a monthly price that gets shown at the end for our customer behind the scenes when we're setting things up today, I'm going to be talking about annual numbers. Okay. So I hear a lot of chatter about these prices increases and stuff. Using this base price field, if you're including your software prices will cover that for you. I do have other subscription fees that might be calculated into the price, but in those cases those are client question specific prices. So I'll talk about those shortly. But for my base price, it's just those two non negotiables about QBO and Dext, the global adjuster we're going to come back to in a few minutes. Like I said, we're going to be moving around a little bit. And so for now let's put 1,200 in here. $100 a month if I have time at the end, I want to show you a little bit of how this appears at the end. Right? If not, we'll definitely have time next session to look at the end review point. But I'll try and make sure I save some time to show you that today too. You always, always, always. I'm going to say this several times throughout the course. You always want to remember to hit save and continue. So we do have the option to just click click and jump around in here on this left menu. But if you do that it is not going to remember your settings. So you always want to use that save and continue method. Okay, so step two now or step two A is getting into the questions. So I know when I hit save and continue it took me to the next section for pricing parameters. But because we're jumping around, step two is how this what the software looks at next when it's calculating the price. So the first thing it looks at is that base price. What is my calculation starting at? The next thing is the question. So this is where your price is going to really start to build. Every question. Well, not every question because it depends on the settings that you put in it, but almost every question is going to have some type of impact on your price. It's really the heart of the software and it's where you need to have a really good understanding of your question types and your calculation types that you use for each question. There's actually going to be another session that's dedicated to understanding the calculation types that are in the questions. Although I'm going to show that a little bit today. I'm going to go into it in more depth. I think it's next session we'll be doing that. Okay, so if you started with a base price on your previous screen, these questions are going to start adjusting that price. Your questions could be a basic addition or subtraction or it can be multiply by a factor. You could apply a percentage adjustment. Let me just go into a question as I'm talking about that you can even use square and square root. Lots of times you'll hear me say that I like to keep things simple and I don't like to get it too complex. I also tend to service clients that aren't too complex. Obviously I have my niche. I have a really good understanding of them and their needs. If you have clients that do have more complex needs and pricing requirements, then absolutely you have the ability to do that in here. And then there's also the ability to use combination calculation types which would be the number of units and unit price. So those two have to work together. So again, we'll spend some more time on that when we are going through the actual prices. I'm going to go through this in more detail, but for now I'm just going to leave all of the questions as they are in here. But I also wanted to mention, when we're looking at how the software calculates the price, the order of your questions is also important. So everybody knows that if you click and drag on the three dots on the left, you can move questions around the order of your sections. And your questions is important as well because when the software is built building, I am definitely going to make sure that I show the review page at the end. When the question is building and you're looking at the review page, it's going to show you question by question how the price changes. So if you have a question four or five questions down that reduces the price and you move that up further in the order, then you might end up with a question that's trying to reduce the price when you haven't even built enough price for it to reduce from. Especially if you're starting with that zero base price at the beginning, it's important that you have the questions in the right order as well. If your base price is zero on the previous screen that we talked about and looking at the order of your questions, your very first question has to be an add calculation type. Everybody understands if your base price is zero, your first question needs to be add so that when you are. When the software is going through the questions in order, it's going to add a price first before it continues going through the rest of the questions. Knowing that this is a test model that we're using right now and we've played around with it a little bit, I want to show you the review page. So right away if you had put a base price of zero, so let me just quickly do that. I put a base price of zero and again hit save and continue. You can see that my price starts at zero. If I change that base price to 1200. And now go to review and click calculate, you can see that my price is starting at twelve hundred dollars annually. And then you can also see what I was saying about how it goes question by question and you'll see how the price calculates. So if this question, which is a drop down style of question currently, if they have between one to 10 sales invoices a month, that's an extra $600 a year in my price. I can change that question right here and hit calculate again and you'll see my price has now changed to $3,000 a month. So this is why I really stress using that save and continue button because you can make changes on the fly. When you're setting up this software and you're going through all these steps and making changes, it can get really easy to just want to go back and do something quickly and you've forgotten to hit save and continue. And then that's part of what creates the problem. So for now, like I said, this is a test model we're using. Don't worry if anything that I'm showing you is going to be weird numbers at the end. The main intent for today's purpose is to show you the order that it goes in. Another part that I wanted to show you on the questions page is about using sections to break your questions up so they appear as different pages when you go through this with a client. But if I was doing this with an actual client and I just had this long list of questions, and some models can get quite long depending on who you're serving and how many questions you have. You might lose them if you go to this page and you're just scrolling and scrolling and scrolling through this list of questions. So I recommend adding sections and title the section and have a few questions for that section and break it down into different things that are related together so you can see here in this test model, our first section is about your business. And this is where we're asking all kinds of questions that are about their business. Then there's another section about bill payments. Then there's another section about other things you might want. For myself in my model, I have a section that's related to government compliance, and I ask them in that section, I ask them questions about their sales tax filing. So in each section I try not to have more than five to 10 questions. The about your business section usually is the largest for my models. But then the other sections I try to break down. But when you're using this live in front of the client, all they will see is one section at a time, and then they won't see the next list of questions until you hit save and continue. So it's almost like flipping the pages of a book where you're just concentrating on one page at a time and then you hit save and continue and you're on the next page with them. And this way I have found it's a little less overwhelming to the client. They're a little more responsive to being willing to answer all of these lists of questions you have rather than them seeing you just scrolling and scrolling and scrolling through this long list. I do split revenue up into a separate section. So I have in there questions about sales, if they want us to manage accounts receivable, if they even do accounts receivable, or is it all sales up front. I have a section about their bills, their expenses, their accounts payable. And that's where I would have questions about if they have credit cards that need to be reconciled, how bills get paid, do they want us to pay their bills on their behalf? And that's where I would have questions where if they want us to pay on their behalf, obviously I'm going to set up a software program like that, like Pluto, for example. I think bill pay is a big one in the us we don't have bill pay here in Canada, but that's where I would have questions that are specific to the cost of using that software. That cost is still built into my pricing, but it's not built into my base price. Because if somebody does not want me to do bill payment for them and they say no to that question, I obviously don't want it to be included in their price. I include the QuickBooks and the Desk and the decks because that's mandatory no matter what. I mentioned the government section. I also have my payroll section. I also have an HR section. I find there's a very thin line that often gets crossed with questions from clients that are more HR related than accounting or payroll related. So I do offer a little bit of HR services where, like if they want help creating an employee handbook, for example, I only service clients mostly in Ontario, but a little bit throughout Canada as well if they want help understanding Employment Standards act regulations in their province. So these are questions that I would have in there because I'm going to charge extra if they want that type of service, then I have an HR consultant that I can refer to and that would also be built in to my price in my questions in that section. So if you want to add a section, it's really simple. Just click the Add a section button, give it a name and hit save and it will appear at the bottom of your list. So I'm going to go ahead and delete that one. Okay, let's keep going. Step 2B. We're going to talk about now isolating sections. So remember when I said about how the price starts with the base price and then it goes in order of the questions. There is an exception to that when it comes to the questions that might be handy for you. And this is where we would use the isolating questions. So this is going to calculate a price for that specific section by itself and it will then add the total of that section to the price that has been built up for all the other sections above that. And you can have more than one isolated section. The only spot that it won't make an impact is, is right at the beginning because that's the section that's going to calculate first anyway. So there's really no point in isolating that very first section that you have, which in this model example was about our business. So I want to explain here with some math what I mean. Let's say you have a question that's 10 plus 10 times 2. Most of us would end up with a answer of 40 the way that this is written, right? So imagine this is in the order of your questions. The way that it's written, we're adding 10 plus 10 and then multiplying it by 2. Nothing is isolated, nothing. There's no brackets around the 10 times 2 that say we have to do that first. So from the software perspective, if it saw question number two that said add 10 to the answer of question one, which was 10, then your price is going to build at that point as number two. The software at this point point does not understand isolation. And then question three, if it's a multiplier question, it's going to say multiply the answer the addition of question one and two by two, and the software would give you a price of 40. At that point, if you're just building your questions and not using isolation, I'm talking about how the software looks at how it answers the question. So if this was question one and the answer was 100, and this was question two, and the price after question two was 200, and then this was question three that said multiply the total so far by two, it would be 400. Okay, when we start isolating sections, that's when it does the proper math that we want it to do. So if I isolated questions two and three and said the answer to question two is 10, the answer to question three is, I want you to take the answer from question two and multiply it by two, then I'm going to get 20, and that's, that's the answer for that isolated section. So in that case, we would get an answer of 30. So it's important to understand how isolating sections changes the results that you're getting. Same three questions, same three question types. This is an addition question. This is an addition question. This is a multiplication question. But if you don't isolate it, you're going to get two different answers. Okay, so let's keep going. We're going to go back to the global adjuster. So let me switch back to my software. We've looked at how every single question can have its own calculation type. But what happens if you're doing your annual pricing reviews and you want to just increase your prices across the board for everybody by 10%? Are you going to go into each and every one of your questions and adjust the price by 10%? So what you can do is come in here to this global adjuster and use it as a tool to quickly increase your prices without having to edit all of your questions. So your calculated price is the price that you arrive at after you have gone through all of your questions. Remember, we're talking about the order that the software is calculating things in. So this is order number three. So it's going to ask all the questions, it's going to look at your base price, it's going to ask all the questions. It's going to take that calculated price and it's going to go back and it's going to look at this global adjuster and see if you have anything entered in here. If you only have one, then it's going to stay at your calculated price. But if you have 1.1. It's going to take the price as of the end of step two, and it's going to multiply it by 1.1. So that is going to now be your new price at the end of step three. Okay, so that's when we want to use the global adjuster. Our next step, we're going to move in to the package prices section. So I'll go back to our software and I'm going to go into pricing parameters. Now, if this is the first time that you're seeing this screen or you're still experimenting with the model setup, this screen, it has a lot of information in here. It does a few different things. We are going to look at a lot of them today, just not necessarily in order. So effective pricing calculates the price for each package individually in the pricing parameters section. And you have two different ways that you can calculate your package prices. In here. You can use relative price multiplier or relative price add. Let's pretend that your calculated price at the end of our previous step, at the end of step three, is $1,000. If we look at our essential package, well, it has a minimum of 1200. Let me just change that to a thousand. If we look at the multiplier, we can see that the relative price multiplier is one. So the software is going to look at this and it's going to say, okay, our calculated price was $1,000. The multiplier is one. I'm going to leave the price at $1,000. I'm not going to do anything else at this point. But then if you look at our full package, it has a multiplier of 1.3. This means that at the end of step three, if somebody chooses the full package, the price that shows up for them would be 1300 if you use the light package. So I only use three packages. But if you do use the light package, it would actually decrease a little bit and the price would be $750. So that's the multiplier line. So one of the questions that I get a lot is about if the software is dynamic and about why the package prices. When you have this list of packages, premium, full, and essential, and somebody wants your essential package or maybe your full package, but they don't want you to complete sales tax returns. A lot of people ask me why this particular page is not dynamic, that if you had a question in the question section, do you need us to complete sales tax returns? And they say, no. People want to know why it still shows up in this Packages page. It's really, really important to understand that your packages are your packages. They do not change. It's just like I use restaurant examples a lot. It's just like if you go to McDonald's and you order a hamburger without tomatoes, you're still going to pay the same price, right? They're not going to deduct money because you don't want tomatoes. So if somebody wants this full package, but they don't want sales tax returns, that's on them. It's part of that package and it's built into the price for that package. The other thing that you can use is the relative price ad. And this would be sort of like if you wanted to add a flat rate amount, you can use this in tandem with the multiplier if you want, or you can just leave the multiplier at one and just add a relative price. So say, for example, I don't want to increase by 30% or 50% for my packages, but if somebody chooses my full package, I want to add, I don't know, 500amonth. So I'll put some 6,000. And if they choose my premium package, it's going to be an extra thousand dollars a month. So I will put 12,000. I personally don't use the add section until I get into some more advanced models that I have, which we will show later. So if you're just getting started, I would recommend using the multiplier, deciding what percentage you want to add for your full package or your premium package. But either way, the software, whatever the customer chooses, when they're answering all the questions, that is already built in to the main calculated price. So if they answer all of the questions and their price comes up to a thousand dollars, that's their price for all the questions that they answered yes or no to. Yes, I want this, no, I don't want that. Their price is a thousand dollars. And then people say, well, if they choose the full package and I'm doing all these extra things for them, or they choose my premium package and I'm doing all these extra things for them, the 30% or the 50% or whatever percentage you've chosen is gravy. It's pure profit at that point. And this is one of the powerful parts about effective pricing, because the questions that they've answered is already calculating the price for what the essentials package is. Even though they've told you that they want these other things, it's already calculated into the price that shows in essentials. So whatever extra that you get if they choose, full or premium is just extra straight to your profit margins money that you're getting. So this is step five that the software is going to look at. Remember, we're thinking software brain, not our brain, right? If the person answers all of the questions and the price is calculating as when I go to that review page, if their price is calculating at $1,000, maybe they've said no to a lot of things that they don't need. The next thing that the software is going to look at is what is my minimum price? So this is where a lot of people get worried to use the software. They're like, oh, what if it shows a price in front of the customer that's lower than I want it to be? Don't worry about that. Use this minimum price. And then it doesn't matter how they answer the questions. Whatever you have set the minimum price to be is what it's going to be. So if they answer all those questions and it's $1,000, the software is going to look at this and it's going to be like, oh, Kim does not want to charge anything less than twelve hundred dollars for her essential package. So even though the customer said no to all these questions, I'm going to tell them that their price is twelve hundred dollars. And so this is what would show up. Stephanie, Everything is annual prices, but everything that I'm showing you is annual prices. If it's not, if I'm showing you something that isn't, I will indicate that. Okay, so yes, these are. Just remember this is a test model. This is not my real model. There is no way that I would do bookkeeping for somebody for twelve hundred dollars a year. This is just a test model of showing you how things work. By the same token, sometimes worry people worry about, oh, what if it shows a price really high? What if they say yes to everything and it shows a price that's really high and they're like, oh, that's too expensive. Then you can also set your maximum. So right now my highest paying client is getting very close. I do have 100,000 set as my maximum on my premium plan. And I do have a client that is getting very close to that and has been for some time. So when I re price them, I will be changing my annual maximum on this package on my premium package. So Change this to 6,000. I just want to quickly show it to you in action and then I'm going to go to the review page. I'm going to hit calculate. I just want to make the price less than 6,000 so that I can show you how it works. Just going to say no to a bunch of things. Okay, so you can see now that this is coming up to a very low price of $2,080. This is my calculated price. And so the price that will show to the client is $500 a month. Don't pay attention to premium and super because I only changed the price on one of them. To show you the example this, the software is going to look at the minimum price that I've entered and that's what will get revealed to the customer. Okay, let's keep going. Step six about chunking the price down. So there's a lot of options in the pricing parameters section. Actually, I will go back to the software in the pricing parameters section. If you scroll down, you'll see this section called period spread over. I can enter a number of months that I want the annual calculations to be spread over. So for my monthly recurring models, it's divided over 12 months. I have a cleanup model that's divided over three months. Because depending on the cleanup, that's what I usually tell customers. If I've done my diagnostic review and I know that a cleanup is going to take longer, then I will change the model of how many months I want to divide it over. As an example, if I went to my review page, let's say I change this to I want to spread it over four months instead of 12. And I hit save and continue and go to my review page. You can see now that my payments for those three packages I didn't change, the other ones are spread over four months instead of over 12. So that makes it have a higher price. Okay, let me change this back to 12. Okay, our next step, step seven is about the rounding again. In our software brain, there are a section here about rounding on. So it's just tick boxes about whether we're turning rounding on or not. And what this will do is the software will round the price, the calculated price after step six, to a certain number of decimal places. So if I take you back to the expressing price page, you can see right here that it's not really rounding or anything at all. If I go back in here and I say that I want to turn rounding on, you'll see the next field. The rounding amount now populates. Whereas if I don't have that checked off, it's blank and it says that it's a required field. So by default it this option is turned off. I like having it off. I'm not concerned about having 50 cents or 99 cents or something in my prices. I like having nice whole numbers. So you would enter the closest number of decimal display places that you want. So you can see our premium package wants you to round on nine here. I just want to show you a few examples. I'll hit save and continue. We'll go back to our expressing price page and down to our payments amount. 2, 3, 4, save and continue. There we go. Now it's showing the decimal places in my calculations. Some people refer to this rounding as rounding to the whole dollar instead of to dollars and cents, which is what I prefer. So it's why I usually leave that section off. Step eight is also now related to to the rounding as well. So there's actually a couple of steps for rounding. If I go back to the software and staying in this rounding session, first you can see I'm going to put a 9 on my essential package again and go back to price. So you can see here that when it's calculating the price and it's rounding for me, it's going to round to nine, because that's what I said I wanted it to end in. So I'm rounding to whole numbers and I want my essentials package to end in a nine. If I go back and change these other ones to 2 and 3 and go back down and look at payments, you can see my full package now ends with three. And my premium package is now rounding to two. So it's rounding to the closest whole dollar of the number that I'm entering in that pricing parameters. If you want your package prices to end in a specific number like five, no matter what the calculated price is, then you can go back. Just know that once you do turn that on, like I said, it does become a required field. So if you've turned it on and you haven't entered anything, it's not going to calculate a price for you from this point. Okay, so in our review section here, let's walk through this a little bit before I move on to step nine in a future session. I am intentionally going to cause some problems and we're going to do some troubleshooting. But I wanted to show you a few things. On this screen, we have our running total where it shows every question that you have in your model and the price that's calculating as it's going, and it breaks it down by the sections that you have for your questions. And at the bottom, we have our total pricing calculations. This base price is actually our calculated price. It's whatever has been calculated. That's what we call our calculated price. It's whatever's been calculated after all the other steps before that. And then it's going to start looking at our minimums and maximums and our rounding and what we've covered so far. We're going to get our annual amounts over here because those are the numbers that we're using in our calculator calculations. And then it tells you here, this is the display pricing. So this is what we're seeing, this is what we're working with. This is what the client is going to see. Okay, so we've looked at how you can change the number of payments, but this is where you would want to test what the client is going to see. Okay, so step nine. Now moving on to behavior rewards. The software obviously allows you to modify your pricing on demand if you want to. Behavior rewards, of course, are referred to as discounts. We don't have a button in the software that says discounts because then it would voluntarily prompt customers to say, hey, what's that discount button? So it's labeled as BR by default, and they don't know what that means. So this is where you can go in and set up your behavior rewards that you want. You can just like the questions, you can add a section if you have rewards based on different sections, which we are going to talk about in an advanced session towards the end of the year. And then you can add individual rewards. You can move them around. You can do the do by a set absolute value or by a percentage. You can add a tooltip description if you want. Again, it's all very similar to the questions in here. And then this would appear if you click on it when you're going through the model with your client. It doesn't appear if you don't click on it. Step 10 is our enhancements. This will show automatically when you click after you've gotten to your packages page with them and they've selected the package and you hit save and continue. Enhancements is something that will show automatically when we're setting up our models. You would do that right here in the enhancement section. Again, very similar to questions that you can add sections, add enhancements, delete enhancements, move things around. And in here we have a few more options than we do with the behavior rewards about our question type and the calculation type. So this enhancement section is like our questions, whereas the behavior rewards section has a little bit less functionality there, and we don't really want it to get too complicated in that section when we're offering rewards or discounts. How I typically use this section. This is a test model. Remember, there are going to be times throughout the course where I am going to show you my real model for some things. Not to test do any tests on it, but just to show you a little bit about how I have some things set up. But verbally, I'll tell you some of the ways that I use this is I'm really familiar with my niche industry and my clients and I know by nature what things they're typically going to want and not want and which package they're going to want to date. As long as I've been using effective pricing, I'm very proud to tell people that every single client has chosen my premium package. So I'm. I'm. I really think. I don't know that that says a lot about my ability to demonstrate my value. And. And there's little things that I'll teach you throughout the year about how I kind of edge people with words and phrases and stuff subconsciously towards choosing my premium package before we even get to that reveal stage. So step 11, this is our final step. And this is about. If we charge sales tax, then we can add that to the price to arrive at the gross payment, if you want. I don't choose to do that. I like the text to show separately. But let me just go back to the software. Okay. So not everyone uses this feature. What you would do is if I go back to my expressing the price section, I have here this sales tax text button and I can say whether I want that to show or hide. If I click show, I get another field that's mandatory and I can say plus hst. Or if you have it where your sales tax is included, you could say including hst. You can add whatever kind of free form text field that you want Here. You obviously don't want it to be a whole paragraph. You want to keep it very short because it is going to show on your reveal screen. So you don't want it to be too long, that it takes up a lot of space. These other options that we have here, we're going to cover in another section. We have some other sections here about the order that you reveal your prices in, where you could reveal them all at once if you wanted, or you could click, click, click, and it would reveal them in different orders display options. So we are going to go into. I know you may be playing around in the software and seeing things that we did not cover today. Those are things that we will cover in other sections. Have a great month and I will see you all, hopefully, in March. Bye, everybody.