How to Sell Service Packages
By Kendall SummerHawk One of the strategies I’ve been nagging everyone about lately(yes, I do mean nagwith a smile of course!) is to quit focusingon features and start relishing results. So far, so good. Butwhere a lot of Service Professionals pull up short is when theytry to describe their packages. All of a sudden, features tumbleout like kittens running amok. Yes, you need to create packages. Yes, those packages willinclude a list of features (think the “mechanics” of what you dohere). But that’s not what your clients are buying. What your clients are buying is a result. So…what result doesyour Package A deliver? What result does Package B deliver? AndPackage C? You see, if you’re a coach, your clients don’t really care ifthey 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 getthree hours of your time or four. If you’re a designer, they don’t care if they get eight hours ofyour time or ten. What they care about is getting what they want! The coaching client wants to achieve their goals or makeimportant decisions in their life/business. The organizingclient wants to see their floor and desk top for the first timein months. The design client wants a marketing package thatgrabs attention. For example, when I designed my HorseWise Brilliance UnbridledV.I.P. program and the Success Circle Coaching Club, I lookedcarefully at the results each one delivers. Both offer similarstrategies but the Success Circle is more of a do-it-yourselfprogram (with an abundance of my mentoring and coaching) whilethe V.I.P. program delivers a very specific result in a veryspecific period of time (and a pickup truck load of my time,attention, and expertise). The difference between these two offers is distinctive enough towarrant an equally distinctive difference in the investment, andthat’s precisely the point. When your packages clearly offerdistinctive results your prospective clients are equally clearas to which one is right for them. Suddenly, their decisionbecomes easy to make -yeah! My request for you this week is simple…and profound. I’masking you to visit your packages with your “results glasses”on. Spell out exactly what is different for your clients as aresult of purchasing that package (for the time being, pleaseignore the mechanics of how you deliver these results). Do thisfor each of your packages. I bet you’ll easily create a list of results each packagedelivers, which is step #2. Start writing each result eachpackage will become famous for. Now, take one more look at your packages. What is distinctivelydifferent about one over the other? Think in terms of tiers,meaning that each package builds on the one before it, up toyour “platinum” or “V.I.P” offer. Congratulations! Now that you’re clear about the distinction inresults between each package, you’ll find gaining the attentionand 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 hastold you which package they are excited about. You are welcome to publish this articlein its entirety, electronically, or in print free of charge, aslong as you include my full signature file for ezines, and my Website address in hyperlink for other sites. Please send acourtesy link or email where you publish toKendall@KendallSummerHawk.com Copyright 2006 - 2009. All Rights Reserved. Small business expert and author Kendall SummerHawk is theHorse Whisperer for Business. Kendall delivers smart, simpleways entrepreneurs can brand, package and price their servicesto quickly move away from dollars-for-hours work and createmore money, time, and freedom in their businesses. To learn more about her book, Brilliance Unbridled, and sign up for moreFREE tips like these, visit her site at:http://www.kendallsummerhawk.com Article Source: http://EzineArticles.com/?expert=Kendall_SummerHawk http://EzineArticles.com/?How-to-Sell-Service-Packages&id=452201 can cash advances qualify in debt consolidation personal loan all credit approved cash advance payments final paycheck louisiana 72 hours
