5 Steps to Creating Juicy Business Packages that Sell

Hello and welcome! What you’ll find in this template is a step-by-step system that walks you through process of creating your very own Juicy Business Packages that your clients will eagerly pay for!

There are a few things you’ll want to do to prepare. Start by arranging at least an hour of uninterrupted time to create your packages. Make sure you have a large pad of paper and a pen, and have your computer open to a blank Word doc.

Rustle up a standard size or larger pad of “sticky notes,” and a stack of index cards. Oh, and don’t forget your favorite cup of coffee, tea, or drink of choice!

Ready? Ok, let’s get going!

Step 1:

Take your time on this step, it’s very important. The more thorough you are, the juicier your packages will be!

Brainstorm every single thing you do for your clients. Or, if you’re new, brainstorm everything you anticipate doing for your clients. I’ve given you a comprehensive list of over 30 possibilities below. Read each one thoughtfully and allow it to spark your imagination.

1. List every physical item you offer, or plan to offer. This includes
   • worksheets ,workbooks or manuals
   • templates
   • resource lists
   • Journals to record progress in
   • written assignments
   • audio recordings
   • video recordings
   • meditations
   • Articles
   • ecourses
   • ebooks
   • Needs assessments
   • Personality or work style assessments
   • Manifestos
   • Questionnaires
   • Special Gifts
   • And anything else you can think of!
2. Then list every service you offer, or plan to offer, including
   • Consults
   • Coaching or mentoring calls
   • Training sessions
   • In person seminars, workshops & talks
   • On-line webinars and teleseminars
   • Virtual or in-person VIP days or retreats
   • Recordings of private sessions or trainings
   • On-line chat support
   • Email support
   • Phone support on an “as-needed” basis (divide quick, 10-15 minute laser calls and longer as  needed calls in to 2 different categories, if offered)
   • Texting
   • On-line participation by you in private forums for clients
   • Reading client progress Journals
   • Visibility on your website, in your newsletter, on a teleseminar, or at a live event.
   • Role-playing important conversations with you for practice & feedback
   • Writing, editing assistance and feedback for important emails, letters, or any type of marketing and promotional copy.
   • Accountability follow-up
   • Expedited turn-around time on delivery of products or services
   • VIP status, with special privileges and gifts
   • Anything you do as a special added “perk,” that you just “throw in,” or think of as being “just part of what you do for your clients, doesn’t everyone?” (No, everyone probably doesn’t!)
   • Any of the above that can be presented as a group offering as well as a private offering.
   • Anything you resent having given your clients after the fact, no matter how small, is something that should be on this list!

It’s important to note that most coaches and experts tend to undervalue “access to them,” and “turn-around time.” Yet those are two of the most powerful ways to offer value to your clients while leveraging your time spent.

It’s of immense value to a client to have the comfort of knowing you are available to them if they need you for an on-the-spot questions or challenges.

Even if they don’t use this perk or use it often, they will pay to know it is there. And 10 minutes on the phone to help someone in an immediate situation is worth many times more than that same help on a casual basis.

The same is true for turn-around time. Many experts think it’s “just good business” to turn around products or services quickly. To a certain degree, that’s true. But people will pay for speed. They will pay to save time. So save the fastest service for those willing to pay well for it, and include it in your list.

Step 2:

Decide how many packages you want to create, and what type. Typically, if you are a coach or an expert, you’ll be offering graduated packages at different price levels. My recommendation is to do it this way if at all possible. It’s very effective to create a high end package, a medium package, and a “dip your toe in the water” package.

If you’re just getting started, two packages are fine, and your medium package might even be a VIP day or retreat, with your high end package containing multiple elements. You’re still going to be leveraging your time by offering value instead of mainly your time!

If you have a business where offering specialty packages distinguished mainly by content rather than price makes more sense, then of course you may be creating more than 2 or 3, which is fine.

Step 3:

Decide on the system you want to use to create your packages.

The idea is to create “buckets” that represent the number of packages you’ve decided on. The key is to be able to move offers around from one bucket to another and rearrange until you’re satisfied.

Here are some examples of “buckets” that work:

• Write each different physical item and service you offer on a sticky note. Use a separate sticky note to label each package and post them on a blank wall with room underneath for your offers.
• Use the same principle, but write on index cards instead of sticky notes, and lay them out on a large table instead of a vertical wall.
• Create a document in Word with columns to represent your package “buckets.” Type your offers in the appropriate columns as we go along, cutting and pasting as needed when switching around.

 

Step 4:

Now we’re going to begin to organize your products and services into packages.

1. Start by looking at the offers you feel are basic and necessary to your service, whatever the level is. You’ll need to copy that offering using your bucket system so you can add it into every one of your buckets. Do that now.
2. If you are distinguishing your packages by price, you’re going to want to include everything that’s in the lower end package(s) in your higher package(s). You don’t want someone choosing a lower end package because it contains something your premium package doesn’t!

   In other words, each package will include everything in the package below it, plus more. The best way I’ve found to do this is to start with your highest end package, then as you move downward, carve items out. So right now, add all the bells and whistles you want into your premium package.

3. Get excited! Take a look at all the great stuff your clients will be getting, and notice how it’s not all about you trading your “time for dollars.” You’re offering lots of value clients will pay for, because they’ll be getting the results they want – and you’ll be earning good money while investing less time!
4. Now, carve out the components from your premium offer that you want to offer in your lower package(s). Here are some ideas for those packages:
   • Offer a 3 or 5 hour VIP day that kicks off your premium package, but can also be offered a la carte.
   • Reduce the private access to you. This is very important – access to you in the form of personal, private time is your most valuable inventory. Save most of it for your premium package. This includes private phone time, email time, training time, etc.
   • Increase the turn-around time. Save the fastest turn-around for your premium clients.
   • Offer group versions of your private high-end offerings. Instead of private coaching or consulting, offer question and answer forums to do spotlight coaching or training. Remember to include the group participation opportunities in your high end private package.
   • Offer journaling opportunities for clients to send you to read: it’s very helpful to them, and it doesn’t take much of your time to read them. You don’t need to respond, or if you do, a couple of sentences are fine.

Now, study the buckets and rearrange as you like. Make sure that each level is distinct from the others, in your time, your service or both.

Be careful not to give away so much in your lowest level package that you don’t have enough juicy offers for your higher level(s). Keep going until you feel satisfied with your juicy packages!

Step 5:

Name your packages. Choose a theme to name them, or else use names specific to your niche. Stick with names that are tasteful and clearly fit the levels. Here are some ideas to use on their own, or combine with your niche:

• Platinum/Gold/Silver
• Diamond/Ruby/Emerald
• Mastery/Savvy/Jumpstart
• Expert/Professional/Start-up

 

Additional Tips:

• Consider separating and offering a few items as bonuses, preferably items that aren’t available to the client any other way. Add a suggested value to the bonus. This increases the overall feeling of value to the package.
• When offering your packages to a potential client, remember not to place too much emphasis on the logistics or structure of the package, which is what we’re creating here. Focus mainly on the results clients will achieve. Then go over the structure and items in the package.
• When offering your packages to clients, don’t explain them all. Start with a mid-priced offer and enroll them in that. Drop a hint about your premium offer, and if they jump on it, and appear to have the money, upsell your premium once they are enrolled in the middle level. If they don’t have the money for the middle level, or you haven’t established enough of the “like/know/trust” factor, downsell to your entry level offer.