12 Reasons Why Packages Transform Your Business
Packages are not just a great business idea, they are a business essential, here’s why. Packages:
1. Give Confidence
Charging by the hour can have a negative connotation. Some clients may feel suspicious that you’re going to drag out the process as long as possible to keep earning the money.
2. Make Coaching more tangible
Having a package contains ‘the process’ with a clear beginning and end. Your clients are looking for results and they are going to want to feel confident that they are getting them. Packages make the process feel a lot more tangible, as they can see exactly what they are going to get for their money and what is required of them in order to get the result they desire.
3. Help the decision maker
It is most likely that your client will involve other people in the decision. Saying ‘talking to this person will make me feel better’ isn’t going to go down well. Being able to show a package that has clear and defined stages will create more confidence. This is especially useful for companies where the HR department or CEO is involved in the decision.
4. Make you an expert in your field and give you credibility
Creating a package can make you an expert and give you the credibility that you need to bring in a string of clients. Why? Because a good package crafted around your niche will present you as an expert, who is professional and consistent in their approach to business. This creates client’s confidence in you and your specialism.
5. Show you have confidence
You’ll be surprised to learn that the more ‘zeros’ you put at the end of your price, the more people will respect your offering. It shows that you have confidence in yourself and what you offer. To justify the zeros you need to offer more than just one hour of your time, unless of course you have a pre-established reputation and people banging down your door already.
6. Guarantee better results for your clients
You’ve probably noticed by now that the clients you coach for free do not get the same results as those that pay you fees. When someone parts with a lot of money to create change in their life, they are making an investment for change. Change doesn’t happen in a one-hour session, so putting people into a high priced package confirms their commitment, giving you them a chance to produce you better results.
7. Create fantastic testimonials, success stories and word of mouth referrals
As I said, change doesn’t happen in one session. By committing into a package you’ll be working through the change process with your clients, not only suggesting that they will get the change but also that they will attribute their success to you, producing you better referrals, testimonials and success stories.
8. Clients WILL spend more money with you
The number of zero’s you can put at the end of your package depends highly on what you are offering. If you offer clients one session, they’ll take one session because they won’t know to ask for anything more. If you offer a Entry Package, Medium Level Package and a top VIP package at different price points they will end up spending more money with you, no matter which package they take.
9. Create more time in your life
It is true to say that it takes the same amount of energy and focus to attract a lot of low paying clients as it does to attract a lot of high paying clients. If it takes the same effort, why wouldn’t you aim straight for the top? Having fewer clients reduces the demand on your time, while increasing your lifestyle.
10. Reduce the marketing effort
It costs 7 times as much to earn a new client than it does to keep your existing ones. By making sure each client books in for a minimum number of sessions, you’ll be reducing the amount of money, time and resources you invest in marketing. In other words, saving you money!
11. Be more authentic with your clients
Selling by the hour requires you to continually be up selling to your client. At the end of each session you’ll ask ‘Would you like to book in for another session?’ If you are new to coaching this can be extremely daunting, as you’ll worry that if they say ‘no’, this is feedback on how well you just performed. You can avoid this and remain focused on your client’s results instead of your own if you sell the client into a package from the outset.
12. Keep the Client Committed to the Outcome
People are continually facing unexpected demands on their income. After all your marketing efforts it could take just one small thing, like the need for a new exhaust on the car, to stop your client paying for your services and getting the breakthrough that they are looking for. By removing the ‘pay as you go’ option you’ll be helping your client remain committed to their outcome. They won’t suddenly prioritise the Cable TV Subscription over your services because the decision to work with you has already been made. Leaving them to continually assess whether to work with you this month is a recipe for disaster. Your business cannot thrive in this environment. Further, how can you promote yourself to new clients if you haven’t achieved results with your previous ones?
(c) Naomi Johnson, 2010
Convinced? If you want to know exactly how to create packages that get people buying then I strongly suggest purchasing Hannah’s ‘How to Create Packages’ Master Class. In which she tells you exactly:
-
What to put in your package
- Which services your clients will find most useful
- Why offering free introductory sessions could be killing your practice (and what to do about it) – with a few tweaks you could turn your business around
- Exactly how to go about deciding on what to put in your packages
- How to decide on what to charge for your packages – you’ll be surprised by what you’ll hear on this masterclass
- How to describe your packages so that they sell themselves – once you understand the secret to this, you’ll wonder why you ever did it any other way
The session is 1 hour and includes:
- Masterclass Workbook
- MP3 Recording of Masterclass
- Transcript of Masterclass
Was £50, now £30
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What people said about this Masterclass when it was broadcast live to Masters Club members:
"The resources, materials & masterclasses are worth their weight in gold, but the tele-call on Creating Packages has not only got me buzzing but I think will justify a year’s subscription in just that one hour."
?Nick McCloud – Business Mechanic, www.descartes.co.uk
Masters Club Member since July 2009
