When I was first starting out trying to close the sale as an solo-entrepreneur, I would offer only one rate and the offer was basically “This is what I charge, take it or leave it.” So people would either take it or leave it.
Then I realized that clients work in a different way. Many people like options (I do too). They don’t want to be “forced” into taking something that doesn’t suit them. They want the option of small, medium or large.
There’s also some psychology to it. Some people naturally go for the biggest, fastest, “super sized” option, just because that’s their personality. Others are more cautious and like to take their time doing things. Sometimes, it’s simply a question of mo-ney and what they can afford.
I started making available an option for each of these types of people (and budgets). The result? I began signing on considerably more clients offering options than when I used just one rate.
Why? Probably a few reasons:
- There were options to fit different budget levels and it took care of the “Am I charging too little or too much?” syndrome.
- The client probably felt more in control and part of the decision-making process, which is less threatening.
- It gave me confidence that my rates, as a whole, were just right for my ideal clients.
Consider charging different rates for different programs. Create different price-points in your offerings. Use a Large-Medium-Small model for inspiration, and create different options that work for you.
Let there be an incentive to go for the higher option (more time with you or reduced cost-per-hour as frequency grows). Make it almost irresistible to go for the highest option, but recognize that some people may just not be able to afford it or may choose not to go that route. That’s OK.
Name your different options so that you can refer to them without actually using the dollar-amounts. I’ve used the terms “Fast Track,” “Basic” and “Maintenance” programs for my different options. What could you call yours?
Not only do you want to have different options to close the sale, but you’ve got to have a method that WORKS virtually 100% of the time, WITHOUT feeling slick, sleazy or sales-y. (Let’s face it, we all like to BUY, but we don’t like to be sold to; at least I don’t). Problem is, most people haven’t been taught HOW to script something that feels authentic and works practically every time. The Client Attraction Home Study System™ shows you EXACTLY how to do that.
It’s everything you need to know to fill your practice quickly; no matter how long you’ve been in business. All the tools, scripts, templates, and examples are handed to you on a silver platter (including how to close the sale 97% of the time). So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. So easy. That’s why hundreds of entrepreneurs have gotten such great results from it. You can get yours at www.TheClientAttractionSystem.com.
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Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System®, the proven step-by-step program that shows you exactly how to attract more clients, in record time…guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your in.come, visit www.ClientAttraction.com.
Saw your link on Twitter–this is a great post! I like to give my clients (authors and speakers) several options as well. Thank you!
http://StephanieChandler.com and http://AuthorityPublishing.com
This is good advice. I taught this concept in my seminars for consultants who were submitting proposals to corporations, and in the subsequent manual, Successful Consulting, first published in 1989. It’s also what I taught speakers in my speaker agency who wanted to land high paying speaking contracts every time.
Great post Fabienne,
Having a sales funnel to make sure that your customers can benefit from different levels of your information is key getting them to commit to you and your message.
Nancy Knettell, The Shyness Queen
America’s Foremost Business Shyness Expert
http://www.theshynessqueen.com and http://www.theshynessqueen.com/blog
So do you have different levels of service? Does that mean if I pay less I get less service? I understand how it could vary depending on the business. Do you ask what the budget of your prospect is? If you do shouldn’t you know whether you can provide the services they are looking for in their budget range? When I provided options I saw people either not able to figure out the difference between the choices or pick the middle one all the time even if it wasn’t best for them. So I stopped giving options and focused on getting it right for them. If I’m an adviser/consultant isn’t that what I’m suppose to do?
Good stuff. Yes, I do this also, and have taught many people how to create a “menu of services”. You are so right– people do like to shop, but they don’t like to be sold to! So give people different options so they can go shopping and find the level of service that fits them.