How to Sell Service Packages

One of the strategies I've been nagging everyone about lately (yes, I do mean nag--with a smile of course!) is to quit focusing on features and start relishing results. So far, so good. But where a lot of Service Professionals pull up short is when they try to describe their packages. All of a sudden, features tumble out like kittens running amok.

Yes, you need to create packages. Yes, those packages will include a list of features (think the "mechanics" of what you do here). But that's not what your clients are buying.

What your clients are buying is a result. So...what result does your Package A deliver? What result does Package B deliver? And Package C?

You see, if you're a coach, your clients don't really care if they get three, 30-minute sessions a month with you, or four, 45-minute sessions.

If you're an organizer, your clients don't care if they get three hours of your time or four. If you're a designer, they don't care if they get eight hours of your time or ten.

What they care about is getting what they want!
The coaching client wants to achieve their goals or make important decisions in their life/business. The organizing client wants to see their floor and desk top for the first time in months. The design client wants a marketing package that grabs attention.

For example, when I designed my HorseWise Brilliance Unbridled V.I.P. program and the Success Circle Coaching Club, I looked carefully at the results each one delivers. Both offer similar strategies but the Success Circle is more of a do-it-yourself program (with an abundance of my mentoring and coaching) while the V.I.P. program delivers a very specific result in a very specific period of time (and a pickup truck load of my time, attention, and expertise).

The difference between these two offers is distinctive enough to warrant an equally distinctive difference in the investment, and that's precisely the point. When your packages clearly offer distinctive results your prospective clients are equally clear as to which one is right for them. Suddenly, their decision becomes easy to make -yeah!

My request for you this week is simple...and profound. I'm asking you to visit your packages with your "results glasses" on. Spell out exactly what is different for your clients as a result of purchasing that package (for the time being, please ignore the mechanics of how you deliver these results). Do this for each of your packages.

I bet you'll easily create a list of results each package delivers, which is step #2. Start writing each result each package will become famous for.

Now, take one more look at your packages. What is distinctively different about one over the other? Think in terms of tiers, meaning that each package builds on the one before it, up to your "platinum" or "V.I.P" offer.

Congratulations! Now that you're clear about the distinction in results between each package, you'll find gaining the attention and interest of new clients tons easier. Really! Oh, and in case you're wondering about those pesky features. Yes, you can talk about them, but ONLY after your client has told you which package they are excited about.

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Small business expert and author Kendall SummerHawk is the “Horse Whisperer for Business.” Kendall delivers smart, simple ways entrepreneurs can brand, package and price their services to quickly move away from “dollars-for-hours work” and create more money, time, and freedom in their businesses. To learn more about her book, Brilliance Unbridled, and sign up for more FREE tips like these, visit her site at:http://www.kendallsummerhawk.com