To attract clients, I recommend putting together three different packages.
1. A premium program offering the best value with a less expensive price per session.
2. A mid range program.
3. A low -end option that reduces the barrier to entry.
Let’s say the number of sessions would be twelve, eight and four. This gives prospects a choice to figure out the best program for their situation and finances.
However, many clients who are starting out building their practice have trouble talking about the higher priced programs. Sometimes they don’t feel deserving of the top fee or feel bad for charging so much.
When clients tell me this, here’s what I say, “Don’t try to play God.” What I mean by that is who are you to assume that a person can’t afford your premium package? If you know in your heart that eight or twelve sessions would serve the client best, then you need to help them make that decision.
Yet, many people only feel comfortable selling their smallest package to attract clients. When you do this, even if you don’t specifically say anything about it, energetically you are communicating, “Don’t buy 8 or 12 sessions. Only buy the four package.” And so that is what happens and you not only sell yourself short, but your prospect as well.
Remember, it’s actually cheaper per session for the higher packages which offer a lot more value for the money if you set them up properly. Let your prospect know this of course.
One last comment: When talking about package prices, please do not use the word, “cheaper.” Energetically, it’s much better to refer to it as “affordable.” I cringe when I hear “cheaper” related to the cost of services because I know my clients are not cheap and suddenly that word is associated with their work.
Be willing to ask for what you are worth and encourage clients to get the best value and the most help to find the solutions they need.
Your Client Attraction Assignment
One way to handle talking about your three package options is in your marketing materials. For example, in your “Interview with…” on your website or on your rate sheet, you can say, “People get results with the low-end package, but the two premium packages with more sessions are a better value. Plus, people get more lasting results with eight or 12 sessions because sometimes life gets in the way. You might find It hard to maintain your new learning with fewer sessions. With more sessions, you have more opportunities to reinforce the learning and end up with lasting results.”
Look over your materials to make sure you have positioned your top end packages this way to encourage and attract more clients and deliver the best value.