Ingredients: Better Service Package and Narrower Focus of Services
Another problem your research might uncover is that your service isn’t packaged in a way that prospects want to buy it. Developing a better service package could make what you offer more attractive. A marketing consultant who has been working on a project basis might find clients more receptive to a monthly retainer they can budget for. An interior designer encountering resistance to paying an hourly fee might instead raise his markup or commission on furnishings, and no longer charge by the hour at all.
Sometimes just naming your service package can make a difference. An image consultant might be much more successful selling the “One-Day Makeover” than suggesting to clients they ...
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