If you haven’t been 100% intentional and strategic about how you present your service offerings to potential clients, then take out a pen for notes and keep reading.
I’ve audited the service offerings of hundreds of consultants over the years and the most common mistake I see is lack of intentionality.
The typical approach revolves around consultants hoping to cover all of their bases. Consultants take this approach because they feel like they’re offering an assortment of services to an assortment of clients looking for an assortment of services. This is good right?
Well, no, not really.
Without intention and strategy behind how you create your services assortment, you could be missing out on capturing more leads and closing more contracts.
I like to see consultants present their service offerings as a prix fixe menu, not a Cheesecake Factory menu.
Instead of throwing spaghetti at the wall, I advise zooming out and weaving in “client psychology” as part of your assortment strategy.
Specifically, I want you to consider a tighter, Small/Medium/Large approach to your menu of offerings.
That’s exactly three service offerings in three “sizes.” Let me explain what I mean…
Those three sizes can be in terms of your prices so that you have an offering for all types of budgets.
For example:
- Sprint day ($4,500)
- 3-Month Audit and Implementation ($35,000)
- Custom Projects (starting at $60,000)
Those sizes can be in terms of “client stages” so that you can grow with your clients as they grow their businesses.
For example:
- Start-up advisory package ($2,500/mo)
- Growth-stage advisory package ($8,000/mo)
- Full-service advisory and coaching (starting at $18,000/mo)
Those sizes can be level of “access” to you and your time.
For example:
- Group coaching program ($8,000 for 6 months)
- Group coaching + three 1:1 sessions ($12,000 for 6 months)
- 1:1 bespoke coaching (starting at $35,000 for 6 months)
Those sizes can be intentionally designed to build trust with your new clients, especially if they are hesitant to commit.
For example:
2-hour advisory block ($1,200)
Bi-weekly advisory ($2,000/month, 3-month minimum)
Full-service advisory ($4,000/month, 6-month minimum)
Giving clients three clear choices that fit the small/medium/large template will help clients see themselves in one of your offerings, leading to an easier presentation and more signed contracts.
And if they ask for something custom, great! It will be even easier to adjust, price and accommodate one of your services to fit their needs. Plus, the client will be appreciative that you made those accommodations for them.
Got your pen out? Start drafting your S/M/L assortment and challenge yourself to stick to only three offerings. There is magic in “3” and I am confident that this approach will provide you and your future clients so much clarity and alignment.
You’ve got this!
