How To Help Your Clients Realize Exactly How You Can Help Them

Pricing and packaging should hold up a mirror for their concerns.

Photo by Brent Jones on Unsplash.

When I first started online, service professionals — especially those following the coach model — were encouraged to offer three choices to their clients. Most people created packages offering calls 2, 3, or 4 times a month.

Most clients chose the cheapest or the middle. Why wouldn’t they? The marketers hadn’t given them a basis for a meaningful distinction.

What we’ve learned is that each package needs to offer a specific solution or solve a different aspect of the problem your client brings.

For most services, you’ve got a product designed to help clients overcome one challenge.

Now you identify 3 groups of potential buyers (yes, 3 is the magic number).

• How do they differ in the intensity of their pain?
• How do they differ in terms of the obstacles they face?
• What do they bring to the table? Are they raw beginners? Been around the block a few times and tried everything? Prefer to read a book but all they’re finding are video packages?