One of the things I am asked most often in my Strategy Sessions is “how do I package my services?”. And it’s a great question, as this is the backbone of your business and what I call your “Offer Staircase”.
Potential clients can be at any stage in their own Buying Cycle, from simple awareness of a need, to actively looking for a solution to being ready to invest, today.
The first step in my Progressive Engagement Plan is Discovery – choosing your Marketing Megaphone and Support Acts that you consistently utilise to become visible and desirable in your market. But once you have been discovered, you then need to invite your Most Aligned Client to step onto your Staircase – the red carpeted staircase into your world!
Key points from this episode
Step One: ENGAGE
A no barrier to entry product, service, event or experience.
Something that is free and doesn’t pose any risk to your most aligned client ie: free of charge (though it does require an investment of time and energy) and allows them to experience your style and approach whilst you help solve a small part of the challenge they are currently experiencing.
This is often referred to as a Lead Magnet, Taste test or Opt In.
Examples include e-books, “Cheat Sheets”, Templates/check lists, Challenges, Quiz/Assessments, Podcast, Mini e-courses
Step Two: ELEVATE
A low barrier to entry product, service, event or experience.
Something that requires their first financial investment with you, this could be an initial consultation or session, a group program or something similar.
Examples include a single coaching or healing session, an e-Course, a Virtual Workshop and Live event
Step Three: EMBRACE
An investment offer with high access to you.
This is usually your primary offering, it’s an extended program or package you LOVE delivering and it’s where you will likely generate the largest portion of your income.
Examples include a Coaching or Mentoring Program, a small Group Program, High-level e-course, Personal Workshop or VIP Day, a Mastermind or a Retreat
What will sit on each of the steps in your Offer Staircase?
Links and key resources from this episode
You can read more about the Progressive Engagement Plan I refer to in this episode and download a copy here
The 5 Days of Focus is an example of one of my own “Elevate” Steps and you can access this e course here.
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Angela Raspass is “Your Next Chapter Business Mentor”. She supports women in their 40’s and beyond develop the clarity, confidence and wholehearted marketing skills to grow their existing businesses through personal mentoring, retreats and masterminds.
After a corporate marketing and sales career, Angela launched her own marketing consultancy at her dining room table in 2003 with two small children underfoot. Ideas Into Action expanded into a Sydney office with a team of full time staff and clients in three states.
In 2012, tired of pure strategic b2b marketing, Angela began to explore what her Next Chapter might entail. A period of exploration, education and personal development followed before she pivoted—now specialising in helping women create their own Next Chapter Businesses, building confidence, clarity and wholehearted marketing and sales skills so they too can do the work in the world that brings them fulfilment and abundance.
Angela lives in Sydney, Australia with Graham, her husband of 20 years and their two teenage children, Cameron and Charlotte.
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