Are you selling your services as one-off sessions or are you packaging your services?
Packaging in general means to put more things together. For example at the store and they put all sorts of things in a basket and that is a package, you buy them all together. When you are a service provider, you can put in a few of your one-on-one sessions, a few of your written or audio resources, access to you via e-mail or phone, etc. and selling this as a unit.
1) Creating packages is the loving way to go for you
For you to thrive in business, you have to have a way to make good money and to not experience the roller coaster of feast and famine.
When you sell many little things, it is tiring and less profitable. When you sell fewer things at a higher price point, then the setup, the billing, the client care becomes easier so you find more time in your day, and as a result you find more peace.
Remember, this is your business; you want to set it up in a way that works for you. If you are ok, if you are nurtured, if you are in your flow, then your clients will be taken care of. But if you're tired, stressed, if you're worried, then how are your clients going to be well supported? So you want to set up your business in a way that it's aligned with who you are and how you want to live your life.
Do not be shy, make your business suit your style and do not just follow what everyone else is doing. Packaging your services will give you freedom and peace.
2) Creating packages is the loving way to go for your Clients
Having a pre-defined package is a great way to fully support your clients. If you give them a one-off session, that can solve an immediate problem, but it does not address the core issue. If I give someone only one coaching call, how am I going to help them? I'm going to help them relieve some pressure in the moment, but I'm not helping them solve the problem. So giving them a one-off is like giving them a headache pill. It just takes the symptom away, but it doesn't resolve the cause.
With a package you help clients commit to working on their goal or problem for a few months. This gives them time to create new habits. If we are left to our own devices, our good intentions are only there for a short period of time. We're busy, life gets in the way, so even with good intentions, we do something once or twice and then we forget about it. We have to create a new habit to feel better or to go to our next level in business. When we have a coach, a personal trainer, a massage therapist, or a Reiki therapist who stays with us for a period of time by offering a package, it's an incentive to continue.
Having a package allows you to let people know more about what you offer. You are the expert. You have the experience of what worked for your previous clients or what worked for you, and you have the expertise to recommend what is necessary to solve the problem and create the result.
Another benefit to packaging your services is that it makes it easier to show your client how you work and the results you can provide. Can you provide exceptional results in only one hour? I don't think so. How can I say that someone is going to thrive in business after only having a one hour session with me.
3) Creating three packages is a good way to operate
I recommend having 3 types of packages: a big one (Gold), a medium one (Silver), and a little one (Bronze). After you've been in business for a while, you can offer other types of packages, but at the beginning 3 packages is enough.
The top package, your "Gold Package", is the package that you create by imagining someone coming to you and saying "Here is my money, take it, I'm all yours. Help me with this, I'll do anything to get the result I'm after. I want it fast and I want you to help me as much as you can."
The “Silver Package” is the package where your client wants to work with you but at a slower pace. Life is busy, they have other stuff, they want to solve the problem, but only one step at a time. In this package you include the core of what is needed so they get the results they are after. This package is a medium price and includes a moderate amount of your time.
The “Bronze Package” is meant to be affordable to many and it is usually for group work. The smaller package is not lower quality, it just has less involvement of your time which makes it possible to be more affordable to more people. Still include what is required for the client to get the results they're after, but it can be taught in a group.
As participants are getting less of your time, they also pay less but still they have a way to move forward and progress to where they want to be. Without having this option, I feel that we're turning our backs on people that can use our resources.
We are here to serve and we are here to do good, so we want to create options for all types of clients in order to serve as many as we can.
4) Pricing the packages right gives the client a clear picture
To price your package, list everything you include in the package, associate a value to it, add it up and see what the total is. Then apply a package discount percentage, let’s say 20%, the result is your package price.
Of course the top package is going to be the most expensive. It is a higher price point, but it's also a higher value. So don't freak out when you're pricing your top package because if it’s done right, it could also mean a higher return on investment for your client. This is a more complicated strategy, if you need help with pricing contact me.
When you talk with your clients, give them the three options and ask which one they prefer. Don't be attached to the outcome. If they prefer the little package, that's perfectly fine. That's why you have that package, because you believe it can still solve the problem and provide the results. People have different goals and having someone progressing on their path is still a big thing.
Comment below to share what packages you have developed and I will support you move forward.
Click here to listen to the show and learn more about creating packages in a way that feels good.
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