Dec 14, 2020
Do customized packages take more
of your time than you like? On this episode of the Sales Maven podcast, Nikki is working with Melanie
Richards. Melanie runs a company called Modern Traction, a web agency that specializes in helping
coaches, consultants, and thought leaders transform their brand and
online presence. Melanie wants to offer more options to her
clients, but she is worried that her scalable, quicker, easier, and
the more cost-effective option will pull clients away from her more
expensive customized package.
Nikki shares that the way you
ask questions during the discovery call will help clients
self-identify which package they need. Melanie believes that her
scalable package is priced for an easy yes, and Nikki suggests an à
la carte type menu with a package type discount so they can add
options they may not have thought of.
Do you think about your target
audience and the kind of packages they are selling? Listen as Nikki
discusses package pricing and how to know if you are pricing
yourself reasonably or underpricing your offers. Nikki also
believes that the questions you ask on your intake form should only
be the questions you need to earn their business and shouldn't take
more than five minutes to answer because anymore can be
Melanie says that the
Sales Maven Society's training
is so spot on that it has given her
the structure to have a smooth conversation with prospective
clients. When she has questions on small things, the feedback from
the group is so valuable. Are you ready to join the society? Now is
If you find value in this
podcast and want to ignite your sales, Nikki invites you to join
Society. This is an
opportunity for you and Nikki to work together, you bring your
questions, concerns, and sales issues, and she provides answers and
guidance to boost your confidence. Join by going to www.salesmavensociety.com,
click add to cart, and then checkout and use coupon code:
27trial to get
your first month for only $27.00!
In This Episode:
- [01:04] Melanie, welcome to the
- [01:38] Melanie shares her
background and what she wants to accomplish.
- [03:04] Melanie discusses what
she needs Nikki's support with today.
- [05:20] Nikki believes that
having customized packages available to clients should be
considered a top-tier package.
- [07:11] Nikki gives Melanie
language for when she is discussing her packages with
- [09:22] Melanie discusses what
is included in her packages by tiers.
- [10:29] Nikki likes to do
top-down selling, starting at the top, sharing the benefits, and
working your way down to the bottom tier.
- [12:02] How you ask your
questions will help your client self-identify which tier they fit
- [13:22] Melanie shares what she
wants out of her business.
- [14:24] Nikki believes that it
is how you frame the question during the discovery call and shares
some language Melanie can use.
- [17:11] Melanie details her
packages, what's included, and the price she has on
- [19:00] Nikki suggests an à la
carte type menu with a package type discount so they can add
options they may not have thought of.
- [21:52] Melanie shares her
approach with her clients.
- [23:01] Nikki says Melanie has
to figure out how many clients she wants per month and offer
packages that fit into that.
- [25:21] Melanie feels like her
scalable package is priced for an easy yes.
- [27:23] Nikki shares that in
her business, she has found that the more she charges, the better
the results because they take it more seriously.
- [29:06] Melanie shares her
pricing and asks Nikki if they are reasonable.
- [30:01] Nikki speaks about her
rule on selling when she feels like a package is
- [32:14] Think about your target
audience and coaches; what kind of packages are they
- [34:44] Melanie talks about
updating her initial intake forms; only ask the questions you need
to earn their business.
- [36:20] What is your biggest
takeaway today? What from this conversation can you implement
- [38:11] Melanie shares one
benefit she has received from being part of the Sales Maven
- [39:46] Thank you for being on