Building Your Packages with Legos

Hello. In today's episode, we're talking all about packaging for services. All of my clients get a customized package. That's unique to their situation and needs. However, all of the packages are priced to fit in three different containers and those containers are published clearly on my web. How am I able to do this by thinking of my services as Lego blocks and my containers as differently sized Lego projects, my engineering heart loves building and Legos. So this episode is for you. If you'd like a simple way to package your services without line items, proposals, but you need something custom for each client. Did you ever play with Lego blocks when you were a kid? I have a five-year-old so I spend a lot of time playing with Legos and it is one of my favorite things to do with my daughter. We also play with other building tools, but we're going to stick with Legos today. When I think about packages for service-based businesses, I think of like a. One of the biggest mind blowing experiences I had working with my current coach is this idea that you can price your packages and small, medium, and large, and you do not have to define what is in those packages. So what does this look like? Well, for me, I have a variety of things that I can provide to a client. So what happens if a client comes to me and they have nothing, they need a brand strategy. They need positioning, they need messaging, they need copywriting, they need a logo, they need a website, they need colors. They need all of these things. I can provide all of them. Let's say that another client comes to me and she needs almost the same amount of things only. She already has a really nice logo and it works with the brand strategy that we create. What does this mean for me? What if I had another client that came in that said I actually hired a brand strategist and they helped with my positioning and my messaging. But I really need somebody that's going to take this and run with it because the brand strategist I was working with doesn't do copywriting. They don't create logos. They don't create a web. How does all of this work. Now, if I use the traditional method of a listing out on my website, all the different services and putting them into packages, anybody that needed something outside of what those predefined packages are. They're not going to get in touch with me. They're going to look at the list of services. They're going to look at the price and they're going to compare that to all the other service providers out there that have listed prices on their websites and listed out their packages. I am a huge fan of putting prices on your website. So I am not telling you not to put that up. But instead, I would argue that, like my coach said, put packages up that are small, medium and large, and the way that we figure out what services actually go in these packages is by using Lego blocks. So let's say my daughter comes up to me and says, I want to build houses with Legos. I've got my little Lego people, and I want to build a world where these Lego people live. Okay. Sounds good. And she decides this person lives out in the woods. I want to build them a little Lego shack. All right, sounds good. We can build our Lego shack. That is a small package. Next. She says, okay, well for this next Lego person, they live on a farm. They want a traditional farmhouse. Okay. That's a medium package. It's going to take up more Lego blocks. It's going to be a much larger package. It's going to be a larger house. It's going to take us more time. The little Lego person will be very happy to live in that house. Next she says to me, okay, well, this is the princess. Well, anybody with a little girl will tell you princesses, live in castles. This is one of those large projects. A lot more Lego blocks are going to be used. In fact, I'm looking at all the Lego blocks we have, and I may even be taken apart the other stuff, just so I have enough to build this beautiful castle. One day, she literally challenged me to build a beautiful castle using every single Lego block that I have. What your services are exactly the same way. There are little Lego blocks. They're medium-sized Lego blocks. There are big Lego blocks. When you're building a castle, you want to use as many big Lego blocks to build the base as possible because you can get things to look really big, really fast when your services are the same way, the amount of time and effort that it takes for me to build certain things. It's going to be roughly the same time. Some things are going to be easier than others. Some things are going to be larger than others. So those are different Lego blocks. And what I'm able to do in my packages is figure. What Lego blocks do my clients need? What services do they need? What do they already have? What do they mean me to provide for them? And is this enough to build a shack? Is this enough to build a farmhouse or is this enough to build a castle? So that client who has nothing and needs everything, they're probably asking for the castle. And I can tell them what the castle is going to cost them on my website. And I do, I have another client that needs a farmhouse. Every single one of my farmhouse clients thus far has needed a different looking farmhouse. They've used different blocks. Maybe some of them used the yellow blocks. Some of them used the blue blocks. They're all going to look a little bit different because I'm not offering this same exact thing. However, they've all taken roughly the same amount of time and effort. So they all. Like a farmhouse at the end of the day. And then when it comes to those little shacks can tell there's so many different possibilities. Some of those shacks might look like they belong next to an ocean. Some of them might look like they belong out in the woods somewhere. Some of them might be city shacks. They all look very, very different because there's so many different Lego blocks and different sizes to choose from. But the combination is a much smaller package. These are typically people that only want, or are only able to pay for a smaller amount of service. So, if you think of your services like Lego blocks and you think of your packages as sizes of projects in that small, medium, large sense. If you take the time to really understand what your ideal client needs, and I use my lead product or my clear brand to do that, if I really understand what it is that they need, I'm able to tell them. You fit into this package. And all of my packages are on my website with their prices and there's only three there's small, medium and large. I also tell my potential clients right on my website, that most people are going to fit into the medium package. My medium package is built with the idea that most people are going to fit into that because I've worked with enough people to know roughly what most people need. But because I use the system, I'm able to customize each package. Every one of my clients gets the same value. It's just that value is going to be different depending on what their individual needs. I also use language on my website. Like this package could include this so that people aren't like, well, I have no idea what it is that you do. I tell people, this is what I do. I kind of have a list. I do brand strategy. I do messaging. I do copywriting. I do web design. I do logos. I do all of these things. This is what it typically looks like. And these are my packages, small, medium, large, most people fit into the medium. So before anybody gets on the phone with me, they know what my pricing is. They know what that pricing is going to look like. So when I give them my pricing and say, well, you really need a medium sized package. Here you go. They're not surprised. And the way I'm able to do this is by visualizing everything as a low. I also put case studies up on my website. My website is almost never 100% up to date with the case study is, but I work hard at trying to get it as up to date as possible so that my clients can look and see what other Lego houses I've already built look like. So they can get an idea. This was a medium sized client. This is what that looks like. This is a small client. That's what that looks like. This is a large client. Look at all these things that we did to build this castle. These are what some castles look like, so that my ideal clients and my potential clients can look at these things before they ever get on the phone with me. And they can see if that makes sense for their business. They can see the type of services I provide. Most of them will have a before and after type situation on there. They can see if they can identify themselves in any of my past clients and see if the solution is something that they would want for their own business. So by doing this. I'm able to provide a high level customized product and customized service to my ideal clients without having to do proposals all the time. And without having to list all this stuff on my website that might scare certain people away. So think of your services like Lego blocks. Thank you for listening to today's episode, I'm packaging your services. I've linked in the show notes to more information directly from my coach, Pia Silva. The one I learned this method from if you want help implementing this type of packages in your own business, let's chat. You can book an initial fit call directly on my website, Jennifer anesthesi.com until next time.