If you’re providing an intangible service, odds are the real benefit of your services will not be enjoyed by your client until some time has passed. You’re not selling ice cream cones that a client can buy and consume immediately.
That’s a problem. Why? Because it forces your prospective client to DELAY GRATIFICATION. That’s not fun to do. When people pay their money, they want their ‘ice cream’ … NOW!
It’s The Package
So what can you offer a prospect today that seems ‘real’ — even though you can’t deliver the real goods until some time in the future? Simple. A package. This is just a BUNDLE of your services that suggest the benefit your prospective client wants is likely to be enjoyed.
For example, we helped one client create a series of ‘packages’ that she describes in a one page format and each one addresses specific PAINS her target clients want to solve. The mere fact that she has a package for a prospect’s problem communicates that she understands her prospect’s problem. Her package also communicates that, while you may have to delay gratification, you’re more likely to enjoy it if you hire her than if you work with some other consultant who just says, “Yeah, trust me . . . we can help you”.
Packages make it easier to buy — and sell — your intangible services!