As a service provider, have you considered offering packaged services to your clients? Regardless of what kind of service you provide, what you’re really offering is a specific solution to a specific problem. That’s what your clients are looking for. They aren’t really interested in how much you charge by the hour or the session. It doesn’t serve them and actually it doesn’t serve you.
Your clients want to know EXACTLY what they’re getting when they hire you. So make it easy for them. Instead of offering a certain number of sessions or quoting your services by the hour, give them options for packaged solutions. Clients can’t visualize what they are getting when you only charge them by the hour. So, if you say your rate is $50 an hour, they immediately question what exactly you’re going to do for $50 an hour and they start to worry that you will drag out the time to make more money. It’s difficult for them to budget this way since they have no idea how long it will take to create the desired result. In addition, they are less accountable because they haven’t really made a commitment to take full advantage of what you’re offering. Plus offering your services by the session or by the hour makes it EXTREMELY difficult for you to plan your cash flow and to keep your clients engaged long enough to make a real difference in their business or their life.
By packaging your services they know the services will be delivered in a specific timeframe and they know exactly what they will pay. That is a comforting feeling and makes it easy to purchase exactly what they need. This also builds trust and gives first time clients a chance to sample your work.
For example, in my private coaching, I typically work with well-established solo service professionals who have achieved a measure of success in their business, but clearly recognize that they need an upgrade in their marketing strategy, and want to increase their income but they aren’t really sure how to do that.
So, to accommodate different budgets and situations, I have three programs they can choose from. Each program is six months, so we have an opportunity to implement proven strategies to overhaul their business. Each option provides private access to me with other benefits and components. If a client has a limited budget or time and just needs laser coaching, they often choose my basic program. If they want to be completely immersed in the world of Smart Simple Marketing and have me upgrade their business at lightning speed, they choose the top-tier package. And if they are in between they choose the middle package.
Whatever the situation, they are buying a packaged S-O-L-U-T-I-O-N. They know that if they fully commit to working with me and implement what I teach them, their business will look completely different in six months. That’s what they want, so that’s what I offer.
The same is true for your services. Give your clients what they want!
By packaging your services in easily digestible options, your potential client can see exactly what they are getting for their money. And, if they need more support or services, they can upgrade the package or purchase your add-on services. It allows you to serve your clients in a bigger, bolder way. They get better results because they are invested and committed, and you earn more profit. It’s a win-win for everyone involved!
In the end, this is really a mindset shift – it simply means presenting your services in a different, more appealing manner. It also means creating options that serve your clients needs in a more effective way. I’d love to know how you package your services and what success you’ve enjoyed in offering your services this way. Share your thoughts below!