Episode #6: How to Package Your Services for Profit

Create the Right Price

Julie, an Intuitive Coach, was referred to me by a colleague. She has an incredible string of PR successes including features on CBS, Belief.net, HuffPostLive, eHarmony, and being a regular contributor to Daily OM. There was a big hitch. Julie is clearly talented as a coach and makes a big difference for her clients but she isn’t making the kind of money that her recognition would indicate.

This is a case where FAME doesn’t equal FORTUNE. Her current clients love her and she has a high conversion and retention rate. Many of her clients have even told her what a deal she is. Definitely time to step into her higher value and LEVERAGE her time and expertise.

Symptom:
Julie is working long hours at rates that are too low and don’t represent her value appropriately. She is stretched thin and thinks she needs just a few more big PR opportunities to hit the big time.

Problem:
Julie doesn’t need any more PR opportunities. Oh, they are great when they happen and she’ll take them but they won’t impact her bottom line. All the PR in the world won’t impact your rates, only you can change those. Julie is struggling with two BIG CHALLENGES. The first is how to accurately value her services and be willing to leave the market she is in to up level her ideal client. The second is how to package her services so she steps away from 1:1 and moves into LEVERAGED ACCESS for sustainable success.

Goal:
Julie’s big goal is to create income that will allow her to eliminate her part time job (yes, despite the accolades, she still has a part time job to make ends meet) and step completely into her business in a way that has her serving her ideal client while building a business she loves. It’s time for Julie to stop sacrificing herself to her business and redesign it to serve and support her lifestyle, dreams, and desires. With two teenagers heading to college, she has a lot she wants to do.

Are You a Snickers or a Box of Godiva . . .

Solution:
Package Julie’s Intuitive Coaching services into juicy packages at rates that reflect her true value are a small percentage of the transformation she provides. For example, instead of 1:1 coaching sessions for $197/hour, Julie can make a bigger difference for herself and her clients with a Tap Your Intuitive Success Package of 12 sessions over 6 months for $5K or a new group program, again a longer commitment than one off sessions, 6 months of Discover Your Inner Diva for Your Divine Life, 12 group sessions for $3K.

Big Take Aways:
#1 Credibility comes from within, no matter how much visibility you have, when you don’t believe in yourself, it will be impossible to charge rates that you deserve (and desire).
#2 Leveraging your services with packages instead of one off sessions is absolutely the best way to make more money in less time with less effort. And, when you create group packages, you make a bigger impact to more people with less effort.

I’d love your COMMENTS BELOW on how you are leveraging your brilliance and gifts and if this post has inspired you to earn more with less effort.