As an entrepreneur that doesn't want to be chained to my computer 40 hours a week, I'm always looking for ways to increase my income. I’d heard of packages and decided to create one. But first, I
reached out to my business mentor for advice. She shared the three essential
elements for creating a service package that sells…
A Good
Package Is Easy to Describe
When you’re creating your first package, you may be tempted
to throw every service you do into it. You figure this will give your clients
great value but it can have the opposite effect and only create overwhelm.
You don’t want to promise to redesign a client’s website,
move their mailing list, and update all of their copy at once. That’s too many
moving parts. It’s hard to know when you’re making progress.
But a helpful package is easy to describe—to yourself and to
others. It typically has one goal. This goal might be to help a client launch
their video course or publish their book through Amazon Kindle.
If you have multiple goals for a package, it’s a sign that
package needs to be broken down into more than one offer.
Try to focus on what you’d really like to help your clients
do. What is that one service you can provide that would transform their
business or their life? What would that service look like? How would it impact
them? What would your clients rave about?
A Good
Package Is Easy to Say Yes To
Make your package so irresistible that potential clients
want to say, “YES!” as soon as they hear about it. This is about more than the
task you’re being hired for. It’s about identifying the pain point that
prompted a client to hire you.
A client may say they hired you to redesign their website.
But what they really wanted was to get more customers from their website.
Another client may hire you to publish their Kindle book.
But what they really desire is a bigger platform so they can be interviewed by
TV journalists.
So, when it comes to your copywriting package, don’t just
promise stellar work. Paint a picture of what it will feel like for the client
when the work is done.
Share with your potential clients how you redesigned a
website and the way traffic doubled the following month. Clients who want more
website traffic will be eager to work with you.
Once you focus on what your potential client truly wants, it
becomes easier to design your package. You’re not just selling your services;
you’re selling the results that clients want.
A Good
Package Is Exciting to YOU
It’s important to create packages your clients want. But
it’s also essential that you make sure your packages will excite you, too.
If you hate doing logo design, then don’t create a package
around it. You’ll not only resent the work, you’ll find yourself frustrated
with your clients. Clients will sense that frustration and go elsewhere to
have their needs met.
As you’re making your packages, ask yourself: What would
excite me to work on every day? What types of project make me want to jump out
of bed in the mornings?
Then look for a way to add more of what you love to your
packages. If you’re skilled at web design, could you include a branding board
for the finished website?
Little touches like these not only make your work more fascinating for
you; they also impress your clients. When you feel good about the work you’re
doing, your motivation skyrockets. You look forward to starting new projects
and clients appreciate how easy you are to work with.
