In many cases it can be a wise idea to offer multiple similar packages when selling something. However, instead of offering drastically different offerings, which might make your prospects hesitate more due to not being sure which option to get, you can offer similar options where the âvalue buyâ seems like an amazing deal.
For example, letâs say that youâre selling an SEO service to help websites rank better. If your main offer is a done for you package for $997 where you fix up their site and offer some basic consultations for them too, that can normally seem like a lot of money to some people and can make them hesitate more on if they should buy or not. However, you could offer three options where the âbasicâ package is for $897 and only includes a report where you identify the issues but donât fix it for them, the âmost popularâ package is for $997 and includes identifying and fixing all the issues on top of three free consultation calls, and the âeliteâ package is for $1,997 and includes everything in the most popular package but also includes unlimited consultation calls for a month.
What this does is that almost everyone thinks that the middle, âmost popularâ package is the best deal. Itâs only a little more than the basic package, but it includes a TON of extra value. Whereas the âeliteâ package is twice the price but only has some extra consultation calls that most people think theyâll never use. All of a sudden people perceive the $997 option as being cheap and a great deal! The other options arenât meant to necessarily get sales. Theyâre simply meant to help make your main offer stand out more.
And by literally writing something like Basic Package, Most Popular, and Elite Package next to the options, you can help them differentiate between them even more and gravitate towards the Most Popular one.
You just have to be crystal clear with them (in bold colors and / or graphics) what the best or most popular options are, and really make it seem like itâd be dumb not to go with the offer you want them to take.
This also has the added benefit of making your âmost popularâ or âbestâ option seem cheap when itâs only a bit more than your basic package. If you didnât have your basic package, they might think that your offer is expensive, but when they see it as being only a tinge more than the basic, their mindset changes from âthatâs too expensive!â to âthatâs only a bit more than this basic offering here ⌠what a deal!â
So consider offering multiple packages like a Basic, Most Popular, and Elite Package where the value of the Most Popular one seems huge in order to make more people gravitate towards it and see it as a crazy good deal.
For more great marketing and positioning tips to increase your sales, check out this book: 50 Marketing Tips & Tricks Learned After $100 Million in Sales Over 20 Years!.
