One mistake that many emerging solopreneurs make involves how you package and sell your service. Often times we give people too many options.,
Solopreneurs will say, “I have the three sessions per month package and that’s $397 per month. Or, if you prefer four sessions a month, it’s $569 per month. If you’d rather have just two sessions per month it’s $247 per month.” That is too many options.
The problem with that is that your prospect has no idea how many sessions they need and how much your service is going to help them get the results that they’re looking for.
You are giving them too much power in this situation. They will most likely make the decision based on their budget. Some solopreneurs even throw in, “Well, I have group sessions that you can do for $97 per month.”
It can be confusing with too many options. I recommend you first select whatever type of offer is going to make the biggest impact for them. If that is three sessions per month for 30 minutes, go with that. That is how I usually work with my clients: three sessions per month, 30 minutes per session. Just one price.
For me, my coaching fees were just increased per year, per client. I charge one amount per month and, if people paid for the year in full, they would receive a huge discount. Now they are choosing between whether to full-pay or to pay monthly. They’re deciding which option is the best fit for them instead of deciding how much coaching is the best fit for them.
If someone says, “Oh, that would be great and I’d love to work with you. It would be amazing; however, I can’t afford that.” Then you can say, “Well, I have another option that might be a better fit for your budget. Would you like to hear a little bit about that?” if they agree, you can tell them about your group package or an information product that you have.
Or you could give them fewer sessions. Instead of three sessions, perhaps you could offer them two sessions per month. Each step of the way you want to get a clear decision from the client. If it is a “yes” and they want to full-pay, then move forward. If it is a “yes” and they want to do monthly payments, that is a done deal. You don’t need to tell them about all the other options.
The next time you feel tempted to give people too many options, remember that a confused mind does not buy.
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