Selling with Packages
Are you selling with packages? If you’re not you should. It’s absolutely the best way that you can sell your services to your customer. When you sell with packages you’re giving them three options to choose from. If not you’re asking ‘take it or leave it’ with just the one package.
It’s easy to start selling with packages. The big thing you want to remember is that you need a bare-bones package, a mid-grade package (that you want most people to buy), and a very expensive all-inclusive package. What this structure does is first give your customers three options to choose from. Most people want to get three bids before they decide on one right? Second, it gives them all the options they need to know, everything you offer what what it would cost. A lot of times you’ll have somebody who requests just an exterior cleaning, but once they see the packages they go with more. About one and 10 will take the ultimate package that you offer, but one of 10 isn’t bad. That one person will buy more in that one package then they would’ve ever thought to add on themselves.
The second package is your bread and butter. This is an awesome package because it’s a little more expensive than they may have wanted but it offers quite a bit. Think interior and exterior window cleaning and the house washing. They may have only come to you for one of those services but pairing them together shows them that they can get A lot more for a little more money.
Most people won’t choose the lowest package because they feel like they aren’t getting enough, but for the 1 to 2 people who will, they now know your pricing for everything else. A lot of people will choose the middle package just so they don’t have to get the bare bones.
With packages you will close more than you ever did with the “take it or leave it” single option pricing. I mean how many times have you heard OK I have to get quotes from someone else? Or maybe the phrase I’m just waiting on quotes from some other companies. With three package set up, you aren’t giving them a yes or no, Or a take it or leave it. You’re letting them choose the package they want. You aren’t asking them to choose yes or no.
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