Are you ready to start hearing more YES from clients?
I want to share a story with you today...
From back in 2012. I was a couple of years into building my dietetic practice and I could see the black hole I was creating for myself by selling only individual consults.
The days would go by so fast...
Taking in back to back clients, no time for a meal break and then driving back in the morning to do it all again.
And to be honest, if I was earning my worth I would have been much happier with this routine...
But I wasn't.
I was working 6 days a week in the clinics and earning less than $2,000 a month after I paid all the business expenses :-(
Something had to change.
So, I decided to start selling packages. I thought if I could package my knowledge into a solution, it could save heaps of time, increase my income AND get my clients better results.
The only problem was...
When I started trying to sell my packages to clients, they all said NO!
What was I missing?
Then a mentor at the time introduced me to the 'Level of Service Model' and it changed everything...
See, at the time, I didn't realise that the type of service you provide directly matters to the price you can charge and how often your ideal clients will say YES.
I realised I was trying to sell a Level One service for a Level Three price tag and the two just didn't fit together.
Let me share this Level of Service Model with you now...
We'll start at the bottom (level 1 and work our way up)
LEVEL ONE - Info Only
This is a 'heres the manual' kind of offer where you only educate and share information with the client. You can't charge a premium for this (or you'll have a hard time trying). It's a bit like selling the dietary guidelines and leaving all the work up to the client. You give them the manual and they have to go and implement it.
This level of service is typically best used as part of social media content, blog posts and / or your freebies.
LEVEL TWO - Done With You
This level is the information PLUS a roadmap or personalised action plan that helps to implement the information. So rather than just sending your client away with a book of confusing guidelines, you might write them out a menu plan or list of goals to work on and ways they can achieve those goals. You may also offer accountability and extra support in between sessions.
This level is a sweet spot for dietetic business.
LEVEL THREE - Done For You
This is the top level and where you can really charge a premium for your services. If you have ever dreamed of having one of those $2,000 signature coaching programs... this is the level of service you want to be offering in exchange.
The done for you level of service takes away as much of the work as possible for the client and instead your business does it for them. Think ongoing menu planning service, workout plans, mindset recording, meal delivery and so on...
Match the level of service your business provides with the appropriate price point and start hearing more YES today!
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