We tackled several reasons why a freelancer should have their personal website for business, and one of the key pointers was the ability to package their prices and services to potential clients.
To look more professional and on top of your game, such a move makes you stand out. Even better if your service page showcases what solution you will provide to your client instead of just outlining the projects you have done so far.
Remember you are serving a need; offering value should form the basis of everything you do in the freelance world.
Pricing and packaging services entail bundling services together and charging them at one price.
For example, an agency may offer a standard package that bundles Research, Writing Content, Editing, SEO, and Social Media Marketing that charges $4500 instead of delivering each service separately.
In this article, we shall address the reasons why you should package your services to a client in a way that shifts focus from cost to value and the processes to achieve this.
Why you should offer your freelance services as a package
A. Service package makes it tangible.
Services are usually intangible, which makes it difficult for buyers to risk purchasing since they don’t know what they are getting into. Services packages remove this psychological barrier, giving prospects a reason tangible enough to justify their purchasing decision.
B. To make the client’s decision easier.
Some clients or brands make assumptions around the help or service they require from you when hiring. They don’t understand the help they need until they see it structured or clarified.
Therefore streamlining and packaging your full range of skills and abilities in clear, limited and attractive offers that fit their different requirements and budget will make it easier for potential clients to choose between multiple packages — and decide to hire you.
C. Creates the potential to earn even more.
Once you package your services in different offers that cater to your client’s needs, it’s easy for the client to know what they want. The room to ask for additional services and value not provided for in a package they have identified, or for a customized package means you can then charge for those extra services.
It also helps with the upsell. When you increase value at different price points, a customer who has already bought one of your packages will see a compelling reason to buy into it and ‘upgrade.’
D. It accelerates workflow.
As a freelancer, you want to secure more work faster. Therefore, your package should be well organized, and every step of the process detailed. Excellent organizational skills ensure a sped up workflow since both of you know the steps to be taken for that particular project.
Once you build a solid start, the process will flow faster. And since you now know how to replicate the work to the next project, you’ll be able to secure and complete more work.
E. To avoid any miscommunication.
Having your services well outlined ensures your client has fully understood a package upfront before work begins. This way, you avoid potential back and forth that may ensue if the message was not delivered efficiently.
F. To take on projects you enjoy.
The essence of freelance work is to enjoy the work you do. The freedom to do this is sometimes lost in translation when you say yes to every job you come across. Take on work you enjoy doing and are good at, and the results will show. Pace yourself, it’s called freelancing for a reason.
G. It keeps competition “in-house.”
Instead of prospects comparing your prices against your competitors, they can compare the multiple options you have available before deciding on the one that best suits them. This improves the odds of winning clients with different budgets over and getting more sales.
Steps in Pricing and Packaging your Services
Pricing and packaging your freelance services is more complicated than coming up with a few packages and slapping a price on it. Understand the market first and then decide how best a package reflects the value provided to a client’s need and interest.
This means figuring out which services go well together, how to bundle them, and how to tell what your clients want.
STEP 1: DECIDE WHAT SERVICES TO OFFER
Research your clients, the market, competition and business. Gathering information helps determine what services to bundle together and ensures you only offer relevant services to your market.
Let’s assume you are in the e-commerce industry. There’s a lot to learn from industry heavyweights such as Amazon. Find out which marketing tactics they used to stay on top, e.g. how they set the brand tone or design emails.
Pay careful attention to your customers. Find out what they look for, especially when they check your pages. You can create an inviting service package around that need.
Ask prospects (on relevant social media forums) what their core problems are, and reviews the services they are buying in your area of expertise. Research online what packages your competition is putting out there and use those ideas and insights to create your service packages.
Draw on experience from your business by reflecting on what worked before, what didn’t and which services are worth keeping. Refer to the steps involved in creating similar service to your other clients, the number of sales made, and develop an optimized copy for the package.
Analyze the projects that needed additional service right after you completed the job. You need to package it with the rest in your next offering.
STEP 2: BUILD YOUR SERVICE PACKAGE
After narrowing down your list of services, it’s time to construct your service packages. Be strategic in how you package your services – they should be easily digestible and streamlined.
The copy should detail the value your services will offer to the client. A well-specified offering leaves nothing to chance. It should also be in a language they can fully grasp.
3 Ways to Package Services
1. Bundle services together
This strategy creates a more convenient offer to your clients. Use logic to bundle services that somehow connect in serving a common goal.
For example, if you are a freelance marketer, you can help clients with multiple platforms included in the bundle.
2. Package different service levels
This strategy takes care of clients with different budgets and needs. The packages range from low-end (starter) mid-range to high-end (premium), each with distinct deliverables providing incremental value.
The multiple options presented at different costs helps with upselling. If you package it well, you gain more from this package.
3. Package the service process
This strategy packages the steps you will take to deliver the service from start to finish. Remember, you also want to build connections with your prospects so that they keep giving you more work afterwards.
This technique will showcase your expertise and build trust with your clients.
Naming Your Service Packages
If you want a great package, then spend a little more time to name them. Characteristics of a good product/service name include;
- Evokes an emotion, idea or feeling
- Punchy and memorable
- Writable and readable
- Look good written down and sound cool to say
Brainstorm a few words keeping the characteristics above in mind. Ask yourself how your customers would feel after using your services and the benefits they will get.
Find synonyms for the words online and be creative when mixing them. The package names should relate with each other with a sense of progression.
STEP 3: PRICE YOUR PACKAGE
Pricing depends on your business goals, the market for your freelance business and the industry you work in.
Even with room for trial and error in pricing, avoid starting too low and then increasing your prices later if you can.
Factor in the hours it took for you to complete each element in a similar project and estimate the cost, which should include time for admin work, follow-ups.
However, this does not imply that you overcharge your clients. Find a balance between the value you provide, what you need to survive and what it will take to woo a client.
Set a price that attracts the right kind of business Force the client to focus on the value rather than price by explaining what you will offer them as opposed to what they will give you.
You might charge per hour or project. No matter your preference, you need a rate you can use as a reference for freelance work done. Remember to ask for feedback from your client on what they think.
Creating your first attractive packages will help you sell your services. But these will not be your last versions because the market and client changes.
Your business should always be ready to adapt to recent trends to survive and scale. Review your packages periodically and adjust them according to the latest market needs or client feedback to produce more significant returns.
Promote your packages on your website, portfolio page or social media while adding keywords your potential clients might search for. Always add a CTA in your package or piece of content for clients to buy directly from it.
How do you package your services to your clients? Share with us in the comments!