Davey and Vanessa discuss tips for crafting collections, pricing those collections, and presenting those collections to prospects in a way that helps get them to YES.
We’ve discussed this before, but being good at what you do is simply not enough much of the time.
For better or worse, people don’t compare products and services objectively. Instead a variety of factors—many of which we are not conscious of—impact our purchasing decisions.
And at least a hot few of those factors have to do with pricing, such as how we assign or perceive value, and how services and prices are presented to us.
I’d argue that crafting the right offer is one of the most important aspects of becoming a profitable, thriving business. An effective offer is easy-to-understand, demonstrates clear value, educates and overcomes objections.
This post explores tips for service providers who want to craft effective pricing ‘collections’ or ‘packages’ for their business.
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Find it Quickly:
4:30 – Why should we be creating multiple pricing collections?
9:10 – An opportunity to educate clients
14:02 – Surprise gifts
14:47 – How to price your collections
18:37 – What differentiates these collections?
22:44 – The value in packages and client experience
24:00 – Presenting your collections to your audience
26:02 – The ‘when’ and ‘how’ of presenting your prices
27:27 – Qualifying questions encourages people to respond
Resources Mentioned in the Episode:
- Showit Add-on Pages: Pricing Page Version 1 | Pricing Page Version 2
- WordPress Add-on Pages: Pricing Page Version 1 | Pricing Page Version 2
- Communication Guide (Email Templates)
- Pricing/Collection Guide (PDF)
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