How to Package and Price Your Offers

How to Package and Price Your Offers

You want to stand in front of where the money is with your offer.. But, you don’t want to offer the same thing every other service provider is offering.  One of the fastest paths to cash for many service-based entrepreneurs is to work with clients one-on-one until you fill your practice. By creating results-based offers that provide a solution to your clients problem you will help them achieve their result faster. It matters less about the length of the program and more about the results the program offers.  Since this will be my focus for the next week, I thought I'd kill two birds with one stone–outline my plan and write my weekly blog post.

Packaging Your Offers

Create offers with your client in mind. Ask yourself:

  • What do they need in order to achieve their desired result the fastest?
  • How can I package it into a program or service they want?

Offer Examples:   Breakthrough Sessions, Half- and Full-Day Private Retreats, 4-,  6-, 8-, 10-, or 12-week programs (or 3-, 6-, 9-, 12-month programs), offer packages with various services.

 

Design Your Offer

Following are examples of how you can design your offer (features and bonuses):

• Weekly or bi-weekly mentoring, coaching sessions

• 30-, 45-, 50-, 60-, 90-minute phone or Skype sessions

• Private Half-Day Retreats (in person, by phone or virtually)

• Private Full-Day Retreats (in person, by phone or virtually)

• Phone recordings of sessions

• Private email support

• Reviews of materials

• Emergency check-in calls

• Session notes

• Templates, Checklists, Worksheets

• Complimentary ticket to your live event

• Entry into your programs and courses for the duration of their program

• Discounts on your products and courses

• Access to your recommended resources, Rolodex and tools

• Promoting clients in your newsletter and through social media

 

I will be creating at least two offers which will be either short or long-term or two levels of service-based offers based on price:

 

Shorter Term/Lower Priced Offer Longer Term/Higher Priced Offer

Name

Name

Features

Features

Bonuses

Bonuses

 

Pricing Your Offers

My next exercise will give me an idea of how much money I need to earn in my business.   Even though I will be creating packages and not charging hourly rates, I need to know what my hourly rate needs to be in order to properly price my offers.

Step 1: Determine your annual target income goal

Annual Target Income Goal: $_________________

Step 2: Next determine how many hours per year you will be working with clients.

Total # of Client Hours Per Year: $_________________

Step 3: Divide the number of client hours into your income goals to come up with your rate per hour.

Client Hours Divided By Income Goals: __________________

Your Rate Per Hour is: $__________________

To determine your offer pricing,  make sure that you are charging no less than your rate per hour.

My next step is how to give several different ways to give people my brain power in a way that works for me and that works for them.  I have already surveyed my email list and former clients to determine what they would like to see from me.  You should see my whiteboard.  I have sticky notes with labels all over it with all of the ways I can support people and all the things they told me they wanted.  I'm moving them around, figuring out what makes sense.  Yesterday, it resembled a pyramid but those sticky notes are all over the place again today.

 

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About Online Biz Boomer Babe

Rachel Lavern is a Certified Business Coach and founder of My Booming Online Business--a blog for middle-age, global, uptown women. She is on a mission to transform entrepreneurs' finances by teaching the action set, mindset and skill set needed to get launched + make money.

Comments

  1. Boy, I wish I’d had this when I first started my business, Rachel! Talk about flying blind. When I started my editorial business, only a few were doing it, and there just was no model. It would have helped me enormously to break down my packages and pricing in this manner! Great info.
    Susan Mary Malone recently posted…33 Ways to Be Happy With Your Life Right NowMy Profile

  2. Now this is extremely helpful. That formula is frightening for some of us because it can wind up to be high in price. Are we worth it? Will anyone pay it? Etc. Etc.
    Renee groskreutz recently posted…If You Have A Website You Need This Pixel Right NowMy Profile

  3. Great tips on packaging offers. I was thinking of doing this soon. Thanks for the guidelines.

  4. What a wonderful plan to ensure you offer what your clients need. I think it’s a good idea to offer alternatives because everyone’s needs and budget are different.
    Tamuria recently posted…HOW TO MAKE A FLOWERING SEATMy Profile

  5. Sharing the way you package your services is very generous of you.

  6. Rachel,
    Thank You for writing this post it was very helpful to learn how to package correctly. It makes a difference in the way a customer perceives your product.

    Lori English

  7. Truth… sometimes people need to see the big picture and if you package them together, it makes it easier for them… and well, it doesn’t make them have to decide, or to pick.
    Kristen Wilson recently posted…Simple Videos for Granting Access to your Social, Website & AnalyticsMy Profile

  8. This is very helpful. I’m working on putting together some new offers at the moment, so your timing is absolutely perfect! Thanks Rachel!
    Jennifer Quisenberry recently posted…Addiction and Perception DisorderMy Profile

  9. Thanks for sharing the process you are going through to make your offerings. Very, very helpful

  10. Rachel, This is truly a valuable article. So many excellent tips and strategies. I am also a business.career coach and I look forward to reading more of your articles.

  11. Great information, and thank you for laying it out… I am working on this very thing, right now!

  12. Some very good points to think about, I do not really offer these kind of services, yet, however good to know this stuff. 🙂

  13. What a marvelous outline! I’ve seen many articles on creating offers for clients but never presented in such a clear and concise way. Great timing for me as well since I’m about to launch a new course so this gives me a good checklist to review. Thanks!

  14. When I create websites for people I know who are just starting out, they don’t have much money so I usually I undercharge for the time it takes me. Not wise, but then again if I charge more they can’t afford it and don’t bother, sticking to Facebook etc instead.
    Sue Bride recently posted…Instamate Review – Use Instagram On The Web from Your ComputerMy Profile

  15. Hi Rachel!

    This is a comprehensive break down and the templates are most useful! I recall looking for a way to know what to charge for services and the information was quite limited.

    Thank you so much for sharing 🙂
    Sonia recently posted…Driving Instructor Living to Teach Driving for LifeMy Profile

  16. That’s a very thorough list, what a great tool to help someone to define and price a package! You should market that or give it away as a planning tool!

    Enjoy the journey!

  17. Rachel, this is such a fabulous post and so very helpful. Putting together packages that serve the client and make sense for the entrepreneur can be so difficult as can settling on the best pricing structure. Thank you for being so open in the sharing of your process.
    Dr. Elise Cohen Ho recently posted…Is Daddy Your Super Hero?My Profile

  18. This is such a wonderful plan to creating offers for the clients. This post really useful for us. Thanks for the great posting.