MODULE 5 OFFER SUITE & PRICING

Today's training is around building your offer suite and learning to price like a CEO. Now this works for consultants, for freelancers and for coaches. So first of all we want to be thinking about what is the role of an offer suite. Well, for both coaches and any service providers, your offer suite is your revenue map. It gives potential clients multiple ways to access you while ensuring you're not just relying on one source of income or one offer. It's about having entry point offers that open doors and test new relationships. It's about having signature offers that provide big transformation and ongoing value. And it's about premium retainers and VIP offers for high level access or more for done for you services. So I'm going to go through the three levels of a profitable offer suite. So as I said, level one is the low ticket entry point. This may also be your MVP at this moment in time. And the purpose of these is to build a fast, yes, no brainer that builds trust. So we want to be thinking about in terms of coaching, for example, it could be an MVP offer, it could be a paid masterclass, it could be a one off session with you, it could be a mini pre recorded course and we're looking at anywhere between like 50 and $500. Now when it comes to the consulting and freelancing side, that could look like something as a paid audit, a strategy call, a day rate consultation, a mini project, and this can vary anywhere from 250 to $1,500. Again it completely depends on your day rate and what feels good for you. These are taster offers that allow clients to experience your expertise before committing to big money. So level two is around kind of like your mid ticket core offer. This is your bread and butter service or program. So for coaching this is probably going to be your 8 to 12 week coaching program or group coaching container. Again varying from $1,500 all the way up to $5,000,000. Consulting and freelancing, this is going to be more project based services. So for example a website build out, a marketing strategy, a copywriting package, it could be a short term retainer, a three month SEO consulting, a three month sales automation setup, and again this can vary from 2 to $10,000 depending on the scope, the deliverables and the return on investment for your client. And I would say this is around where 70% of your revenue is going to come from. The final thing is high ticket premium access and this is your deepest transformation, high proximity or also done for you services. So this could be for coaching, could be one to one coaching a really high ticket mastermind, a VIP day. And this could vary from $5,000 to $25,000. When it comes to consulting and freelancing, these could be ongoing retainers with monthly consulting calls and deliverables. It could be a fractional role, so a fractional CMO or a fractional. It can also be done for you services with guaranteed deliverables such as a full brand and marketing launch package. This pricing again can really vary from $5,000 to $30,000 plus depending on the scope and monthly return on investment for clients. This is where you collapse client timelines and actually start building long term revenue stability for you. Now when it comes to pricing your offers, the way that we want to start thinking when we're running our own business is we want to price in different ways. Okay, so there are different ways we want to price for. We want to move away from this hourly rate and there are a few different things that we can start looking at. So the first one is pricing for outcome and not hours. So clients are not buying time, they're buying results, clarity and speed. So for an example, a consultant who saves a company $50,000 a month shouldn't be charging 500 for their time, they should be charging for the outcome. The second one is building ROI based packages, especially for consultants and freelancers. This is going to be important for you. So we want to calculate the impact of your work so money saved, time saved, revenue generated and price it based on valued delivered, not deliverable count or an hourly breakdown. The next thing we want to be thinking about is like tiered pricing and anchors. Okay, so we can offer three levels for different clients. So a low entry test project is always going to be great for consultants, project managers who are going in and they want to test what it's like working with a company and to give the company an idea of how it is to work with them. The mid is more of like the full transformation and then the final piece is the premium. So this is like the all in solution, top tier. This makes it it easier for them to say yes and get in at a lower tier and then scale up later to the premium offer. A lot of people like to have a taster before they work with you, especially a lot of big corporate companies or a lot of smaller newer companies. The final thing we want to have a look at is start with a number that feels like a stretch, not a struggle. We want to make it feel stretchy and feel a bit, oh, this is slightly uncomfortable and a little bit far but not A struggle. We don't want your nervous system to go into overdrive and feel like you cannot deliver on that. We then want to be thinking about selling it and delivering results and raising your prices as demand increases, as you get testimonials and as your authority grows. So what we want to be thinking about when it comes to your offer suite roadmap is designing your signature results. What is the ultimate transformation or a problem that you love to solve? What are the three levels of access to you? Low, mid high. What are the prices for value and return on investment that you can look at? Not hours. How would you work that out? What would feel good for you? And then the final thing is thinking, great, all of these together. What's the client journey? How do we go from free, which is your lead magnet, to low entry, which is your mvp to your high ticket offer, to your VIP higher ticket offer? Your offer suite should guide people to keep saying yes because every step is gets them closer to their dream outcome with you as their go to person. So what we want to be thinking about is mapping out your three tier offer suite, writing the core results for each offer in one sentence, choosing your starting price and then your next level price and building out your client journey. If you are at a stage where you're thinking, yes, but I'm a consultant, so how do I do this? You follow the exact same framework. Whatever you're consulting on, this framework could work. If you're a freelancer, this framework works. If you're a coach, a course creator, any online business where you are dictating the price, this framework will allow you to work. I'm so excited to see what you create.