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What Goldilocks Can Teach You About ‘Gaining The Client Commitment’ - by Heather Dominick

I was privately coaching with one of my EnergyRICH® Boot Camp members a few weeks ago (we’ll call her Debra) and she was frustrated with how to incorporate the EnergyRICH® concept of packaging her services. She was blocked and could not see how this could be done in her business.

Now, packages are an EnergyRICH® tool that I just love because they activate the energy of choice for your potential clients and this is a good thing as folks tend to like really have a part in saying how they can best be served (I know I’d be pretty annoyed if everywhere I went there was only one option). So, I asked her to go over each of the packages she had created so far. When I heard just one piece of info it was clear to me what the issue was and how we could take care of this pretty easy-breezy.

You see, Debra had made the same mistake a lot of entrepreneurs make when it comes to creating packages. She had created her packages based on how much time she was spending with her client rather than opening up to explore how each package and it’s amenities could be unique.
So how could Debra create packages that are unique, based on benefits and value rather than time? Like I said, Easy-Breezy!
I asked Debra to take a step back and from an observer’s point of view look at her services: her expertise, what she offers, and what she delivers to her clients and customers. Then we zeroed in on the most important part: what RESULTS her packages deliver. Clients don't pay for time, they pay for results. To help her (and you) I suggest turning to the well-know fairy-tale, “Goldilocks and The Three Bears.”

See, I like to call the use of packages in your business the “Papa, Mama, Baby” approach. Modeled after, yes, Goldilocks. She is the perfect example of a client trying to find their right fit. She likes the house she’s in (your business), but is trying to find the best way for it to serve her (your packages).

Again, people like to have options. If once you’ve attracted them to you and then all you have is one option and that doesn’t work for them, then what? Well, there’s a high percentage chance that they’ll walk.

Providing programs and packages provides choice and this opens up the door of opportunity (It also keeps you from living appointment-to-appointment wondering when a client will come back. Not so good for either of you, really.)

Now have fun with this! This is about making things easier for you, ok?

You can also use specific focuses for your packages. I have another client who is a Massage Therapist (we’ll call her Jane) who has created a specific package that focus on thyroid difficulty (which is so special and delivers such fabulous results that it has attracted a lot of client’s for her!)

Now, instead of trying to sell just a general offering or a list of features, Debra is set up to offer a choice of packages that are each rich with valuable benefits and right on target with what her clients want. Wahoooo!
Your EnergyRICH® Call To Action:
Start by creating your “PAPA” package:

List EVERYTHING you’ve ever offered a client through your service. I mean everything. Most likely there are pieces of your offering that you do automatically, but are really extra-added benefits … do you provide assessments? Handouts? How about materials of any kind? Extra time? Email support? Resources? Focus on a particular ailment or issue?

Look at it all. This is your TOP-END program.

Now, pair it back a bit = “MAMA” package.

Now, pair it back even more = “BABY” package.

Wahlaaaa! You’ve just activated the energy of choice for your clients and created more ease for yourself.

Ready to implement systems that are an energetic match to you AND designed to bring you more money, more easily? Yes? The jump in and join the EnergyRICH® Business Boot Camp! You’ll be amazed at what starts to happen for you. You can ONLY win. The focused, powerful group energy begins to make things magically happen very quickly AND you’re given lots of important, practical step-by-step “how to’s” at the same time to help you systematize your business for growth and more money. Be sure to secure your spot at http://www.energyrichbootcamp.com (Please Know: This program is filling up and will not be offered again this year and never again at this rate.)

Heather Dominick is the creator of the EnergyRICH Success System®, the essence of her years of education, marketing training, and sales tools. Heather uses this proven step-by-step system to coach entrepreneurs by creating an energetic map to harness their energy once and for all. Her coaching philosophy is that an individual cannot “do” business, but needs to BE business at a holistic level that integrates thoughts, feelings, words, and actions. She calls this managing your energy. It's important that an entrepreneur do the inner and outer work necessary to activate this skill and belief in them. Only when you have activated this in you, can you fully and confidently present yourself and your business to others. That is what is at the heart of assisting individuals in making any outer changes in their businesses.

Heather's strengths include helping clients to articulate their businesses and life visions, and develop strategic execution plans to achieve these goals. Her primary focus is in helping entrepreneurs identify sources for increasing the productivity and profit of their businesses. She is an insightful accountability partner who helps her clients stay focused and motivated while growing, changing, and enhancing their businesses, successes, and lives.

Visit her online at http://www.energyrichcoach.com

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