Page 17 - HighEndPackageManifesto-BillBaren

Escaping From The Low-End Group Quagmire

A client of mine didn’t like hearing “I can’t afford” it from his potential clients. So
he created a low-end group offering at $197 so that he would have something to
sell to people who didn’t have the money.

Yes, he was able to sell a few of these offerings every few months.

But after a year of doing this, he realized that he only made $1,200, while putting
a ton of work into running this small group program. (Running groups is a lot of
work.)

And because it was taking his bandwidth away from his premium offerings, his
business was actually worse off. ( really take a moment to think about that…)

On top of that, because he couldn’t offer his clients the attention they needed at
this price point, they weren’t getting the results and were actually less happy with
him than his premium clients.

So he wound up abandoning the low-ticket side of his business, and his business
flourished again after that.

I am not saying that group programs don’t work, but I am saying that if you’re
going to do groups, you might as well charge for premium results, to make it

worth it for you AND your clients.

WARNING: Charging by the hour limits your income

Here’s the most important problem with working mostly on a per-hour or per-
session basis, or even creating packages of 3, 5 or 10 sessions, which a lot of
people do.

You have chosen to trade time for money.

Your clients will be constantly looking at how much

they are paying you per hour.

If they are earning less than what they are paying you per hour, they will have
resistance to paying your hourly rate.