Have you ever seen the Progressive insurance commercial on television that features a spokeswoman and customer in an insurance “store”, browsing through shelves of insurance (i.e. boxes that say Motorcycle Insurance, Homeowners Insurance, RV Insurance, etc.)?
I love this visual depiction of services, and you know what, our prospects are in the same boat as the shopper in the Progressive commercial. They might not know why they should choose our services or be able to compare us to the next guy.
So let’s get a little creative and create a package of services.
What you need to do to make it happen
- Think proprietarily. Do some research. See what other people in your field are offering and come up with a name for the package that is unique to you and that can’t be found anywhere else.
- Mind map it. Outline the features, for example a fitness coach might offer a 90 day package that includes a before and after fitness assessment (body fat and other baseline measures), three one-on-one coaching sessions, a 30 day supply of multivitamins, a water bottle, and a subscription to a healthy eating recipe website or magazine.
- Think benefits. Brainstorm a list of benefits to your prospect. What will he/she gain by purchasing your package? Remember features tell, benefits sell. For example some benefits of the fitness package might be more energy, a smaller dress size, no more tight clothes, look younger, feel younger, sleep better at night, play with your kids or grand kids without getting tired, lower stress, lower cholesterol, able to run a 10K or walk in the 5k next spring.
- Set your pricing. You might ask some of your clients/friends/prospects what they would be willing to pay for a package such as this to get an idea of the ballpark range. The pricing of your package should be tied directly to the benefits. You can use your time multiplied by an hourly rate plus the cost of any products you include in the package to set your price don’t fall into the commodity pricing trap. Your package is not a commodity. It is rare. It is proprietary. It can’t be found elsewhere. I recommend setting your price accordingly.
- Tell people about it.
If you’re ready to go with this idea but you need some accountability, let’s do it together. Join us on October 5th for the Package It! coaching group, read more here.
Space is limited, don’t dally 
