Are you offering high-value services that help clients solve their problems? How's that working out for you?
If you're offering high-value services, but you're not getting the sales you'd like there can be a number of things wrong with your offer. In this post we'll explore the most common mistakes and how to overcome them. Plus, at the end of the post, I'll share with you a low-cost, high-impact resource that will get your packages performing!
Mistake #1 You Don't Offer a Choice for Your Client
If you spend some time focusing on how you package your services, you can design them so they better meet your clients’ needs. There is no one-size-fits-all solution for most problems. When you offer a few different options, your clients can choose what they need and skip the rest. These options also offer flexibility in pricing to better meet people’s varying budgets. If you're finding that your offer isn't being taken up, look at how you can offer a choice.
Mistake #2 Services, Not Solutions
Your services can better meet client needs if they offer solutions. Rather than providing one part of a process, you can give your clients everything they need from beginning to end in one place. For example, you might offer your basic service along with tech support, follow-up sessions, and templates the client can use to implement your service. You'll find that offering the solution helps eliminate scope creep and the client constantly feel that they're paying out.
Mistake #3 Not Offering An Edge Over the Competition
The way you offer your services can set you apart from the competition by allowing you to offer something unique. Take some time to learn about what your competitors are offering. Look for ideas you can borrow as well as ways you can set yourself apart. If you offer something different, potential clients will compare your service offerings with each other rather than comparing your overall service against a competitor.
Mistake # 4 Missing Opportunities to Upsell and Cross-Sell
Offering multiple package options gives you opportunities to upsell and cross-sell. Your clients can start with a simple package and, once they get a taste of the unique value you offer, you can then move them up to a higher-ticket offer. Basic packages can be used to nurture new clients for additional services.
Mistake #5 Not Simplifying and Clarifying Your Offer
If you offer too wide a range of services, it can be overwhelming for potential clients to choose the one that’s suitable for them. I know this from experience. You can put together services into a limited number of packages that make it easier for clients to make their choice. When you make it easy for people to buy from you, you’ll see more sales.
Mistake #6 Not Simplifying the Purchase Process So You Can Scale
The way you package your services can help your business scale. With the proper research and testing, you can create a limited number of packages that best meet client needs. You can then focus on communicating the value of each of these in your marketing content. This simplifies the buying process for your clients and makes it easier for your business to grow.
How to Package Your Services for Maximum Value
If you’re offering a large variety of services, the first step is to narrow them down so that you’re offering just a few easy-to-understand options. Refine these by analyzing data about your clients so that you understand what they need from you. Focus on the problems they’re facing and find ways to make each service a solution. Test and get feedback so that you’re sure you’re offering just what your clients need.
Resources for Packaging Your Services:
I promised you one resource for packaging your services, but in alignment with mistake number one, I'm giving you a choice! That's right, there's two fab resources that will help you present your offers.
If you can afford both, get them. If you can only afford one, then start with the Offer Cure and then come back for Packaging & Pricing Your Services.
Offer Cure™ is a power-packed workshop series and digital asset bundle that will dramatically shortcut the path to creating (or reviving) your PERFECT offer!
Learn how to present your offers for maximum impact!
Quickly put together your own online course, live workshop, or coaching program on Packaging & Pricing Your Services, where you'll teach your customers how maximize their profits and make it easy for clients to buy.
Learn how to present and package your offers and then teach others how to do this
Packaging and presenting your offers can be easier than you think, when you know what you're doing. These 2 recommended resources will help you present your services in the way that captures more sales and grows your business.