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|
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.