With the online world thriving, more and more people are turning to freelancing, contracting and setting up their own businesses. It is time to ensure that you are selling the right products to the right people at the right price.
Products are easier to sell than services, but how can you do this?
My formula is SERVICE + PACKAGE = PROFIT
Here are some benefits of packaging your services.
- Creating packages help you and your clients gain clarity on what you offer and how you help them.
- Having a multiple package approach allows different price points which will result in more sales.
- Being compared to your competition is not as easy
I have an article “4 Tips to Make Sure You’re Charging What You’re Worth” which is also important when creating products and packages from your services.
So how do you start creating packages?
Step 1: Review and Decide
Review the services and products you currently sell and decide on what you are going to package
We often want to be everything to everyone. Many think that by limiting their offer or niching they will be missing out on opportunities. This can, in my experience, have the opposite result. By offering too many services and not being specific on what you do, can create confusion. It can also mean that you are not positioning yourself as an expert.
If you think that you have fallen into this trap or are likely to, it is worth sitting down with a pen and paper and start narrowing down your skills & services. Have a look at what skills you have and the services you sell the most; also think about what you love doing the most.
Step 2: Packaging your Services
Once you have decided on which skills you will be focusing on, break them down into a few packages. These can be packaged according to price.
For example, if you are a web-designer you could have:
Package 1 which focuses on building a beautiful website which will speak to the ideal client
Package 2 the same as package 1 but including optimising the website for SEO (Search Engine Optimisation)
Package 3 which is the same as package 2 but includes monthly website maintenance.
Step 3: Price your Package
You want to make sure that you will be making a profit on your services. The idea here is to show your potential client the value they will be receiving by purchasing your package. Be sure not to undercharge to get more business, this will cause you a world of pain in the long run and is just not worth it.
When you offer a unique or valuable service it is important to look at the outcomes your client gets not just the service. If you are not pricing like this, stop thinking about what you do as a transaction and consider the following elements when determining your price. Think beyond the delivery and what you do but concentrate on the benefits your clients get from working with you. Here are a few to get you thinking:
- X amount of years’ experience
- Professional development
Remember your clients are not just paying for your time.
Step 4. Promote your Package
Once you have gathered all your information, built your packages and decided on your price, it is time to go out there and promote your packages. Fortunately, there are plenty of ways to do this online, and with the wonders of social media and digital marketing you should be reaping the rewards soon.
If you need some help with putting your packages together, I would love to see how I can help you. Book a complimentary call with me here.