I’m a big fan of offering clients a high-value, high-ticket package. My favorite form of this is to create a ‘Signature System’, which is a collection of training and private time, using your best gifts to serve your clients.
Usually Signature Systems are offered with a price tag from $2,000 – $10,000.
But what do you do when someone says ‘I’d love to work with you, but I just can’t afford that’?
There are 3 different solutions to this.
Your first possible solution is to help them overcome the objection ‘I can’t afford it’.
Before you even consider offering something lower-priced, make sure that you support the client in trying to get the transformation that they want and need. If purchasing your system (or high-ticket package) is right for them, you may want to offer a payment plan to make it easier for them to step into working with you. You may also want to creatively brainstorm with them on ways that they could come up with the money to hire you or buy from you.
If someone says ‘I can’t afford it’ and you are unable to help them overcome that objection, you can offer them a ‘downsell’. A downsell is a less expensive option that provides an introduction to you, and a smaller or partial version of the transformation that you usually provide.
Try one of these two options:
1) The ‘Home Study Option’
If you’ve created a Signature System, which means that you’ve put your best information into handouts, audios, possibly videos, and combined these with your private time, one of the ways to do a ‘downsell’ is to offer just the training materials, without your private time. You can think of this as the ‘home study’ version of your Signature System.
2) The ‘Quick Start Offer’
You can create a ‘Quick Start’ offer, which should be a small part of your Signature System with a session or two of your private time. Your ‘Quick Start’ offer should:
- Offer a specific transformation (less than the transformation of your main offering)
- Be limited in time
- Be congruent in price and scope with the price and scope of your main offering.
The price of these should be around 20% of the price and scope of your main offering. For example, if your Signature System is $5000, then your ‘downsell’ offer should be about $997. If your Signature System is $2400, your ‘downsell’ offer should be $397 to $497.
Usually when someone says ‘I can’t afford it’ the temptation is to offer them a single session. Don’t do it! If you do, you’re in a dollar-for- hours model that can be hard to break free from.
Creating a ‘home study’ or a ‘quick start’ offer keeps you out of dollars-for- hours, and helps you focus your clients on transformation.