To build a lasting online revenue stream, consider creating event packages that give your clients lasting results. A package is more than a one-off session with you; it could be a package of 12 planning sessions or a 3-month retainer.
Long-Term Benefits for Your Client
Since we’re talking about lasting results, it’s only natural that retainer style packages offer more revenue for you. They also encourage the client to commit and goes a long way toward building a relationship between the two of you, which leads to greater satisfaction and opportunity for testimonials or referrals.
When designing a package, consider what kind of long-term benefits you can offer your planning clients. How can you help them with your expertise? Another consideration is the length and frequency you are prepared to commit to.
Marketing Your Package
When talking about your package, focus on describing the value it offers the customer just as you would a regular service. Emphasize the benefits over the features. Explain to them what they’ll be able to experience when working with you, or tell them in concrete terms how it has helped other clients of yours.
Also, remember to tell them specifically what it entails. Mention exactly how many meetings or the exact critical path you will bring them through. This lends you credibility and also helps to set realistic expectations for them.
Pricing Your Packages
The best way to price a package is to look at your revenue goals. Decide how much you need to earn in what timeframe, and price your product accordingly. If the price you come up with seems a bit high and you’re not confident telling it to prospects, here are some things to remember:
- Your package offers concrete results. It helps the prospect solve a problem they’re facing. What they’re buying isn’t the planning session or package, but the results and changes in their life that it will deliver.
- Keep in mind the unique value of your service and the expertise behind it. You have things to teach your prospect through the package and this adds value to it.
- Be excited about the package yourself. When you’re energetic and excited about the offer, you’ll find it much easier to communicate this to the prospect.
Finally, keep in mind that you can adjust the price later. If you find that people aren’t buying, it means you’ve priced it too high (or low) or you need to ramp up your marketing.
Serving, Not Selling
By offering a high-value package, you’re not just lining your pocket with a steady stream of income. You’re offering a unique solution to your prospect. You’d be doing them a disservice if you allowed them to plan their event on their own.
What tips do you have for ensuring your packages/service offering matches your prospects’ wants?