Package Your Services and Increase Sales with Less Effort
by Victoria Player
Take a look at your services and think about what you're selling. If you're like the small service-based business owners that I work with, you may be focused on selling whatever your particular service or trade is. However, take a closer look. Better still; ask a different question altogether.
What Are Your Clients Buying?
Are your clients really buying your service? At first glance, this may appear to be true, to you at least. However, from the clients' perspective, they're not really buying your service at all. They are in fact buying the benefits associated to your service, a solution to their current challenge. If this is what they're buying, then isn't that what you should be selling?
For example, one of my clients is a relationship coach. She explained that her typical clients engaged her services to help them improve their relationships. But what are they really buying? They are buying love, harmony, security, companionship or whatever else an improved relationship means for that particular person. They are NOT buying the process of coaching. Some clients wouldn't bat an eyelid if you used divining rods rather than your service to help them improve their situation - so long as they get RESULTS.
So the question is... What benefits/results are your clients and customers really buying from you?
Package Your Results!
You must be familiar with the idea of packaging used in the context of a product. A package for a product typically gives you an impression of what you're buying and provides more details of what's inside. Use this principle to package your services and make them more tangible.
One of the best investments of your marketing time is to package all of your services so that people are clear about your offerings and the specific benefits/results they produce. This makes your service more tangible so that prospects can see the advantages of working with you.
For example, I offer my clients a service package called the Fast-Track Intensive Consulting Program. It offers tailor-made solutions to jumpstart my clients' marketing. It's the quickest and most efficient way to get them from where they are to where they want to be and because it's packaged they can see the definable step that take place to make that happen.
So, I recommend that you go away now and determine the key steps that you go through to help your clients achieve results.
If you're not sure where to start and are looking for a simple formula for packaging your services and get more paying clients and increased sales in the process, then you'll want to snag your spot on one of my Laser Strategy Planning Sessions. It's a great starting point whether you're a new or established business owner. It's already helped hundreds of small biz owners kick-start their thinking and move into MASSIVE action! You can read their success stories here.
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ABOUT THE AUTHOR:
Victoria Player works with coaches and other women entrepreneurs to reach MORE people, change MORE lives and create a better lifestyle for themselves and others by utilising email, information products and the Internet. To get your FREE audio training program packed full of practical how-to business building advice, visit www.VictoriaPlayer.com