If I had to guess, one of the biggest reasons you started your business is to help people make a transformation in a certain aspect their lives.
Whether you help them lose weight, become a better parent, or <insert your promise here>, what you really want to do is make their lives better.
But helping your clients make significant transformations requires more than a one or two sessions with you.
You know real, permanent transformation requires your clients to work with you longer—and pay you more—to get the results they want.
That means at some point, after you’ve refined your process (like I’ve taught you to do), you must create premium packages that stretch out over a longer duration and cost more.
So the question is, are you ready to uplevel your packages?
(After all, you’ve heard the warning that doing it too soon could backfire on you.)
Most business owners, especially the high-integrity women I have the fortune of working with, get nervous at the thought of creating a higher-end offer… because they know they’ll need to charge premium prices to do it.
But know this: If you’re not offering premium packages, you may be doing a disservice to your clients (and your business).
So how do you know if you’re ready? And, if you are, how do you create a premium package that uses all of your skills and expertise, helps your clients get better results, and increases your bottom line?
That’s what you’re going to learn today.
Stop playing it safe
Creating high end offers brings up all sorts of fears.
What if no one wants to pay more for my services?
What if I can’t guarantee results?
Am I ready to commit to working with clients long-term?
It’s easy to doubt your own level of expertise and value.
But the real question is this:
Do you know exactly how to get your clients the results they need if you work with them for a 3 or even 6 month package?
If the answer is a confident yes, then you’re ready for premium offers.
If the answer is more like, “Well, kinda sorta maybe…” then you’re not ready. You must always start with an offer you’re confident you can deliver on for your clients. (Struggling with this? First create a bite-sized offer.)
Assuming you’re pretty darn confident that you’d nail it if your perfect client showed up for your premium package, it’s time to create that larger, transformational offer.
Just remember: Your transformational offer should be a standardized package. Which brings me to my next word of advice…
Stop creating one-off packages
Has this ever happened to you?
A client loves working with you and wants to take the work deeper. Or you’re on a consult call and you realize a prospect needs more in-depth help than your existing services provide.
So you hustle to come up with a completely custom package that speaks to their specific needs.
Sure, it helps in the short term but creating ad-hoc, one-off packages custom to each client takes a ton of time! Plus, it makes the consult process more confusing for you AND your client because neither of you knows exactly what you’re selling.
Here’s the solution:
Add a standard, premium offer to your Work With Me page and give clients the opportunity to work with you over a longer duration to make that bigger transformation they’re looking for.
Developing your new offer doesn’t have to be an exhausting process. (In a moment you’ll see how my client Miranda took about 10 minutes to flesh hers out!) If you’ve already created one-off offers, you can use those as a starting point.Click to TweetCreating one-off packages wastes time and confuses your prospects. @jennyshih shares how to create a premium offer instead.
Stop playing by what you think are the right rules
When you do work you think you should do or what you think your clients would pay for, you’ll quickly lose passion for your business.
This is the secret to building a business you love and working with clients you adore.
And that’s exactly what Miranda did.My Personal Recommendation for YouStop Playing It Safe: Why Getting Out of Your Comfort Zone Will Lead to a Highly Successful Business
Miranda, a career coach, had worked with 15+ clients and knew her bite-sized offer was no longer enough to serve her people. It was a great start but she wanted to give her clients a more significant transformation.
The trouble was, she was stuck.
Should she add on to her bite-sized offer? Should she create customized packages based on her clients’ individual needs? Was she even ready to create a bigger package?
These were all the questions swirling around her head when she got in the hot seat at our Make It Work Live retreat.
As Miranda shared her challenges, I noticed she was making the three mistakes above.
So I asked her these questions:
What do your clients need to make the transformation they want?
What kind of package would be exciting to deliver?
How can you serve your clients even better than you are now?
And just like that, things started to shift for her!
Here’s what happened for Miranda after she let go of the things that were keeping her stuck:
“As a result of my hot seat session, I created a working outline of my larger coaching packing in less than 10 minutes!
Throughout the session, Jenny encouraged me to focus on what I wanted to do. She helped me outline a package that felt like it would be so exciting to deliver (rather than packed with “shoulds” or “this is the way things are done, so I’ll do it this way”).
And that’s how I want to feel when I’m working with clients—excited, energized, and confident that I’m giving them an excellent experience.
I know the package we outlined will serve my clients better than what I would have come up with on my own (all of those “shoulds” would have gotten in my way). Plus I think that it will also be easier for me to sell because I completely believe in the process and why I laid things out the way I did.”
When you’re ready, you’re ready
Miranda knew, in her bones, that it was time to go to a bigger package. All she needed was permission and a little guidance.
If this is you, too, you know it’s time! Start asking yourself the same questions I asked Miranda, and craft your premium package to transform your clients’ lives.
On the flipside, many newer business owners don’t feel ready to offer bigger packages despite the advice that “you should only sell premium packages.”
If that’s you, TRUST IT! That’s your integrity talking, and I applaud you. Build your expertise by offering smaller offers first.
In due time, just like Miranda, you’ll be scheming a higher-end, high-impact offer that you and your clients both love.