6 Ways to Package Your Services, Products and Knowledge So You Make More Money in Less Time
by Laura West
One of the most important intentions in your business, even in passion-based business like yours, is to make a profit. Yes, you want to make money while making the world a better place by contributing your magical gifts. In order to keep contributing and changing the world in your unique way through helping your clients, you need to also be financially successful. This is part of the holistic model of success.
The secret is to look at how you can bring your creativity into your pricing and services so that you make more money and give more value with out taking so much of your time that it starts to drain your energy. You want to look for energy-enhancing business models!
I recently had a new Platinum client who was resisting this idea. She loves her clients and didn't want to become so expensive for her clients that she was no longer accessible to them. The thing is she also told me how she is running all over town delivering her services. An hour there, 45 minutes there and she's booked up solid. Sounds great until you get inside and realize that all this running around is taking a toll on her physically -- her energy is way down (which impacts her enthusiasm, confidence and creativity) and physical symptoms were screaming at her to "pay attention."
Don't wait until your body rebels! There are ways of serving a variety of client needs while serving your need to develop a financially sustainable and flourishing business -- all without depleting yourself physically, spiritually and energetically.
Here are six ways to create packages for your services, products, experience and knowledge so that you can joyfully serve more clients in less time and make more money doing it!
Strategy 1: Offer Options with Your Time
The idea here is to offer three ways a client can work with you - a small investment option, medium option, and top of the line option. Clients love choice. If you tell them that you have one price or one package, they will often not take it because the question becomes "Do you want this service? Yes or No?" With three options, the clients have a choice. The question becomes "Which one would you like?" This is a totally different question which will lead you to more clients. You'll also be surprised at how many people will take the top of the line or premium option. This is a great way of stretching into new pricing options that might have been higher than you were used to charging.
Strategy 2:Package Your Process
Potential clients like to know that you have a process. It helps them to know what to expect from you so they can get their arms around the commitment. Most of all, it gives them confidence in you. When you share that you have a process, they trust that you know what you are doing. Funny thing is . . . they don't really care about what your process is -- they really care about the results for them. They just want to know that you have a system for what they are going through. For example, you may offer a six-hour package where you take them through five steps that will change their life or business. Or you may have a 90-day program or a four-week series. When you package your process, you will get more and better results from your clients as well. It creates a win-win. Your clients get more value and better results -- and you get clients with amazing results -- which feels great!
Strategy 3:Create Products From Your Process
Have you determined your five-step process? Now is a great time to put it into a workbook, an e-course or create an audio series. Some people may want to just buy the product and apply the principles or tools themselves. You'll be surprised by how many people will buy the product and still want your help in taking them through the work. They need the accountability and partnership for success!
Strategy 4: Create A Membership Program
You attract people to your services who are at different places in their buying process. Many people want just a taste of what you have to offer. Maybe they are new business owners and aren't quite ready to invest in an entire coaching package with you, or they are just new to your services and want to experience more before they invest in a full program. Offering a membership program is a way of creating a community of these similar clients and giving them a taste of what you offer. You've seen examples of free membership clubs like Starbucks, an Amazon Prime Account, or airline frequent flyer mileage programs. Then there's the small fee membership club that for $24, $47 or $97 a month they can join your membership club and get access to certain services. For example, you could offer a group teleseminar and then mail the audio CD and transcript to them each month. It's a great way to get them in a relationship with you and usually on ce people experience your magic -- they are going to want to upgrade and they'll want more from you.
Strategy 5: Offer a Continuity Program
A continuity program is typically a long-term relationship where clients consistently get to work with you in a variety of ways. It's often offered over a year. You can package together products, ebooks, audios, teleclasses, transcripts, online forums and even in person retreats to create a program throughout the year. For an example of one of my past continuity programs, give ideas on how you can design your own program. I'm not just trying to get you to my information page, (wink) I'm offering up my program as a model or template for what you could create for your own continuity program. Remember - don't copy anyone's program exactly, and you can use other programs as a springboard to design your own unique offering.
Strategy 6: Premium Programs or Platinum Style Programs
Look around you and you'll start to notice how often the word "Platinum" shows up to describe an upscale or premium offering. Delta Airlines and their Platinum program comes to mind for mega flyers. A premium or platinum style program is ideal when you are ready to scale back your hourly work and create a premium program (with a premium price tag) for more one-on-one work, special retreats, or small group coaching. There are some of your clients who are ready for this type of intense work. The greatest reward is that the type of clients who come into this program are usually very committed to their success. Again, it's creating a win-win program. They get flourish with big results, and you see the impact of your work!
Every time a client commits to this type of program with me, just the power of this big commitment within themselves creates a jump in their business, new clients, a big PR opportunity or other major success. What ideas has this article sparked in you for your business? Pay attention to your inspired energy. That's where you want to start. Don't try to do all these ideas at one time. Pick one idea and focus on it for the next 90 days. Clear, focused energy is powerful creation energy!
Laura West may be contacted at http://www.joyfulbusiness.com
©Copyright 2010. All rights reserved. Laura West is an award-winning online entrepreneur and president of The Center for Joyful Business. If you are ready to shift your marketing and mindset for more success with joy and ease, get your free report: Business Attraction Success Kit