How to Pre-Qualify Clients and Avoid Time Wasters Artwork

The Value Pricing Podcast

Mark Wickersham - chartered accountant, public speaker and value pricing expert – has spent the last 20 years teaching accountants and bookkeepers about the wonders of value pricing. In this podcast he tackles some of the industry’s most common frustrations such as dealing with price sensitive clients, having the pricing conversation, and being confident when it comes to charging the higher prices that you deserve. Mark is obsessed with value pricing! It is far superior to the fixed pricing or hourly billing methods that most accounting professionals typically use and everyone should be using it. It’s how he built his 7-figure business, and it’s how you are going to do the same. These episodes are recordings of live monthly training sessions in which Mark teaches accountants and bookkeepers like you how to price your services, how to win more clients and how to run a more profitable business.

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The Value Pricing Podcast

How to Pre-Qualify Clients and Avoid Time Wasters

August 17, 2026 • Mark Wickersham • Season 1 • Episode 115

0:00 | 31:41

Are you spending too much time talking to the wrong potential clients?

Discover why having a clear ideal client profile can help you attract more of the clients you actually want to work with.

Learn how better positioning can make it clear who your firm is for — and who it isn’t.

We explore simple pre-qualification systems, including customer intake forms and how to handle prospects who only want to know the price.

And why could charging for your initial consultation be one of the most powerful pre-qualifiers of all?

Stop wasting precious time.

Start being choosier about your clients.

The latest episode of the Value Pricing Podcast is now available: How to Pre-Qualify Clients and Avoid Time Wasters

In today's episode you will learn:

How to define your ideal client profile with confidence.
Why strong positioning attracts better, more valuable clients.
How intake forms quickly pre-qualify potential new clients.
How to handle prospects who focus solely on price.
Why charging for initial consultations can transform pre-qualification.
How simple systems save time and eliminate time-wasters.

Don't miss out on these practical strategies to attract better clients, pre-qualify prospects and stop wasting valuable time.

Listen now!

Mark Wickersham

Host