If you only offer one version of your services, you may be losing business and short-changing your income.
Think about it, when a prospective client thinks the fee you quoted is more than he wants to spend, he has two choices: hire you or go away. One of those choices is bad for both of you. If you offer two versions, however, the client might choose the lower cost version. They’ll get some of what they need now, they can get more later, and you get a client.
When I was selling my big ticket referral marketing course a few years back, I offered Basic and Deluxe versions. The Deluxe version offered more information and more help (consulting). Most lawyers chose the Deluxe package, which meant I got more customers and earned more on the average sale.
You want prospective clients to think “which package should I get?” instead of “should I get this?” In marketing, it’s called “alternative choice”. It’s used extensively  in direct response.  And sales people use it to set appointments: “could I come out tomorrow or would some time next week work better?”
If you currently offer a menu of different services, see if you can combine some of them into bigger packages. You’ll make it easier for clients to choose, because they will have fewer options, and you’ll earn more for the same work.
If you charge by the hour, see if you can break off some of what you do, package it, and offer it for a flat fee.
And, if you currently offer a package of legal services for one set fee, see if you could break up that package into two or three separate packages. You can charge more for each package separately, or offer a lower price if they sign up for both (or all three). Not only will you get more first time clients, you’ll also earn more for each component of your work.
Learn more about packaging your services. Click here.
