Trying to have it all, a small business and trying to raise a family? Imagine a world where you could be gaining more clients, charging more for your services AND increasing your personal time.
If you’re either trying to build your business on the old model of exchanging hours for dollars, or if you screw up the way you package your services, you could find yourself in that exhausting cycle of undercharging, overdelivering and burning out. You might be struggling to communicate exactly how you can help clients and you’ll definitely be leaving money on the table.
But package your services the right way and you’ll be more easily able to communicate your expertise and the true value of your services, find it easier to take potential clients from interested to investing, and you’ll never again have to defend your fees.
Here’s five insider secrets for packaging your services the right way:
1. Know your ideal client
I define ideal clients as the people we’re best meant to serve. Ask yourself: Who do I love to work with? Which of my clients get the best results? What characteristics do my favourite clients have in common? When you’re clear on exactly who you’re ideal clients are, crafting packages they’ll love is much easier.
2. Focus on results
Most of us think that pricing is the most important decision-making variable for our ideal clients, but in reality the results we help our clients achieve are usually way more important when it comes to purchase decisions. Example results are: 90% of clients double their energy in 14 days, our last 10 clients won a promotion, and before and after pictures of personal training clients.
3. Leverage your offer
Including a mixture of 1-to-1 and more leveraged features in your package creates value rich offers that won’t suck you dry. This is key to clients feeling well supported, without exhausting yourself. Great examples of leveraged features include: event tickets, books or audio downloads, membership, templates and checklists.
4. Add features that maximize results
Demonstrate your commitment to your clients by including features specifically designed to help them get better results. For example, a wellness coach could include a series of guided meditation audio; a career change expert could include a resume refresh; a social media strategist could include a social media editorial calendar.
5. Align your pricing
Align your pricing to the benefits clients get to experience as a result of working with you – not solely what the market will bear.
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See Kate's promo video here on Betty Means Business.