Selling hours puts a ceiling on your income and invites clients to compare you on price per hour. Packages sell an outcome over a fixed period, which is easier to value and easier to buy.
A three-tier structure
- Starter: a single intensive session with a written plan.
- Core: twelve weeks of fortnightly sessions plus messaging support.
- Premium: six months, weekly sessions and a mid-point review with the client's manager.
Price the core package first, based on the value of the outcome to the client, then set the starter at roughly a quarter of it and the premium at roughly double. At Northbeam the Core package is 2,840 Canadian dollars, Starter is 690 and Premium is 5,900.
Common mistakes
Offering too many options, discounting the premium tier to close a sale, and listing features instead of outcomes. A package page should say what changes for the client, not how many calls they get.