December 2, 2010 Leave a comment
Then he realized people had a lot of questions about the product and wanted more information.
So he packaged it, with a 6-week call-in Q&A series, a forum, and for those really committed souls, some personal time with him.
He then sold the two packages, made three times the money, and created a huge community.
The Magic of Packages!
9 Reasons to Offer Packages:
- You can showcase your expertise in different areas as you add little “bonuses.” This lets your clients see you in a new light, with a wider range of expertise.
- If you don’t have time, you can add bonuses from a colleague – just as valuable.
- There is continuity of your brand and expertise within a package – the client goes from one product or service to the next, and experiences you in different ways.
- You can test a new product or service by including a sampler in your package – not the whole deal. If you get a great response, you know what to market next.
- You can price your offers differently – and higher, because there is more perceived value.
- You can create a much more urgent call to action – i.e., if you offer the first 20 buyers special time with you, on top of everything else they’re getting, the perceived value is huge and creates urgency. (Without urgency people will not act.)
- You can add a juicy bonus that often will be perceived as more valuable than your main product. People often buy a package to get the bonus.
- You can effortlessly add an upsell – “Would you like fries with that?”especially if you’ve created your upsell just a little bit higher in price but much higher in perceived in value.
“For $19.95 more, you get all this plus an interview with Mr. X, where he shares the 5 top secrets to doubling your business in 18 months, plus a 10-page check list of everything you need to know about Y, plus 5 short videos showing you exactly how to Z.”
Tip: Front-load your slightly-higher-priced product, to make it the “no-brainer” choice.
- People who buy packages self-select themselves, making them easier to market to. You know your low-end, middle, and high-end buyers. You know what to offer them next.
- Bonus reason: You can offer a package before you create it, to test the waters and see if it will be a hot seller or a wet fuse. Less time, less work.
Packages take away the fear of selling, because it’s so much easier to offer a package.
And it’s easier to offer something people actually want.
Right now – packages are an easy way to generate more business over the holidays.
So…package your service or product and let me know the results.
Copyright © Ann Convery 2010