You Got... the Pro Package Approach!
Congratulations! It's time to up-level your success, minimize your efforts and maximize your income. You're the expert after all! Sound good to you? I thought it might!
Let's get started. What are the core problems your clients face? Take those problems choose which of the following best fits your offerings.
The Goldilocks Approach
Help your client decide what level of support feels just right for them. You'll provide:
A small solution with limited access to you. This is your lowest price point. It's easy to deliver, gives them immediate, quick results and is low impact to your schedule and efforts other than the initial creation of it.
A medium package (psychologically, this is what most clients will choose) that falls at an accessible, intermediate price point. This provides more support and guidance than your smallest solution.
A large package with your premium offerings and access to you. This is your highest price point.
The example shown here is for a personal training business and it’s by month. But there’s no reason you couldn’t do this at flat rates if that works better for your business!
The Expert Approach
Using this approach means you have a specific system in place that you guide your clients through. This approach is focused on providing a solution to a specific problem.
For instance, let's say you're a Nutritionist. You might have guided packages that a client can choose from such as: Reversing Type 2 Diabetes, Reducing Inflammation In Your Body and Creating Healthy Habits Without Dieting. You can see that each option is specific to a problem that clients would come in with. They may all be the same price point and offered over a 1, 3, 6, 9 or 12 month period, but the client can choose which specific issue they want to hire you for.
Ideally, these packages you offer are:
Specialized to a specific problem or topic your clients need your guidance on.
On a timeline. You offer this package over a specific period of time with a specified number of sessions.
Comprehensive. These packages include resources and an outline of what they'll get each month.
Priced at a premium. Clients pay a lump sum up front or they break up the payments by paying an equal amount monthly while they're working with you.
Now that you've discovered your package approach, learn how to maximize your income and get all the pieces put in place for your new sales system. If you haven't already, join my newsletter and let me know you're interested in how to Set Your Sales Strategy so I can send you more details!
the A La Carte Approach!
For now, your services are best sold as individual offerings. Think of it like a menu where clients can decide what they most need. This approach might work best for you if you sell hourly sessions or deliver project based proposals. You might be a graphic designer or in a service modality like acupuncture, therapy or massage.
A La Carte
Funnel prospects through tiered buying options.
Similar to Baskin Robbins, you will provide tiers of services that include:
Your pink spoon - this is just a free taste test of your services. I.E. a free ebook, recorded meditation series or an online resource they can download in exchange for their email address.
An ice cream cone - once they've had a taste, they're ready for a bigger financial commitment. This is the next level of access to you. I.E. a class, session, offering or even a low priced online course.
A sundae - moving into mid-priced range in your sales funnel. I.E. a specialized program or a more in depth workshop.
A full on birthday cake - this is the largest financial and support commitment in your offerings. I.E. personalized 1:1 support and a library of support materials.
You may have multiple services or offerings in each tier but they're purchased one at a time.
Now that you've discovered your a la carte approach, learn how to maximize your income and get all the pieces put in place for your new sales system. If you haven't already, join my newsletter and let me know you're interested in how to Set Your Sales Strategy so I can send you more details!
the Mixed Approach!
You're seeing a need to graduate your services from a one-off a la carte approach. You're probably finding that there isn't enough of you to go around OR that you just aren't making enough money.
The Mixed Approach
Sometimes you'll notice that clients often need more than one a la carte item for a project or need a few items to accomplish a task. And, they often choose the same few together.
Consider which services you offer that you could bundle together. This bundled package should also solve a need that several of your clients have.
Add those bundles to your menu of items. Make it clear that clients can pay a la carte if they prefer as their budget allows, but that they get a discount if they decide they want to bundle those services together and commit for a longer term investment.
Continue to pay attention to opportunities for bundled services to better serve your client and align with what they truly need.
This is a beautiful option because you can target a certain number of bundled clients each month, quarter and year. Pro tip: offer for your clients to break up their payments so you create monthly recurring revenue for yourself and you make it for affordable for them!
Now that you've discovered your mixed approach, learn how to maximize your income and get all the pieces put in place for your new sales system. If you haven't already, join my newsletter and let me know you're interested in how to Set Your Sales Strategy so I can send you more details!