Most of the time, your standard package will work for clients. You might have a three month program that includes 12 calls and that seems to satisfy most prospects. But there are occasions when potential clients need something tailored for them. Maybe they want help faster than the usual three month timeframe. Maybe they want a chunk of your time up front. Maybe they don’t want a set schedule, but just want to call you on an as needed basis.
You can make all of these options work when you create a flexible package. This is what I have done for Multiplier Track (Sapphire) students of the Client Attraction Business School – they get a half day with me in my office, and then they get 10 hours of coaching with me to use as they wish over a period of six months to a year.
Attract More Clients with a Flexible Package
Some clients have their first call with me for two hours and then use an hour every week. Some do half hour calls every week while others prefer 45 minutes. Some people don’t talk to me for three weeks, and then do 90-minutes. When you create a flexible plan, you can accommodate all of these preferences for working with you.
How Does the Flexible Package Work?
You can create a program that includes a certain number of hours and then explain how flexible the call schedule can be. You might start with a standard two-hour coaching session by phone, and then clients can choose what they need from there. Tell clients that they are in control and this program has been created for people who have something big coming up where they need help and guidance now.
The good news is that you can keep the same price point because you are still providing the same amount of coaching time, but your clients choose the time frame. This kind of flexible package helps attract more clients since it accommodates almost any way people may want to work with you. Clients feel empowered that they can get exactly what they need from you when they need it.
Attract More Clients When You Enhance Your Packages
Now if you want to avoid commoditizing and trading dollars for hours, here’s how to do it. Add more value to the package such as recordings of your sessions, throw in your home study system, and offer unlimited email and 5-minute phone calls. This starts to blur the lines and makes it harder for clients to see how much you charge per hour which inhibits the unwanted sticker shopping mentality.
Your Client Attraction Assignment
Is it time to rethink how your packages are structured? Start by considering how you could make your packages more flexible. Ask yourself what else you could include to enhance the program. Get creative to appeal to the group of prospects who wants to customize the way they work with you to attract more clients.
Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction System® gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.
I love the idea of adding value to the packages so you can blur the lines about your hourly rate! I need to re-do my packages for 2014, so this advice is so timely. Thank you!
Absolutely – you provide VALUE, so don’t just bill off time :)
Nice approach … very interesting. LOVE the value add ideas as well, such as 5 minute calls and emails – unlimited. Makes it feel like you’re right there at their side as much as they need it. Nice Fabienne. Real nice.
Thanks Kenn! I have found that the clients who were drawn to the flexible option really enjoy the access. Thank you for your comment!
I have to re-do my packages!!!! How do I clear my thoughts in order to define ‘value’?
When you’re defining your value, think about all the things your clients get when you help them do X (get more clients, save money, repair relationships, etc.). You are providing more than just straight time. Then, when you’re redoing your packages, add in those value-adds to ensure that people look less at how much YOU cost, and look more at how much value you’ll add to their life. Hope that helps Stephanie!