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More Clients
- the Online Marketing Newsletter
for Independent Professionals
from Action Plan Marketing
and Robert Middleton

In This Week's Issue: Not totally satisfied with your services? It might be time to repackage them.

 

Repackaging Your Services

Every year or two I go through a certain kind of angst.

It's the realization that I need to repackage my services. Perhaps it's a curse that I need to continually change things, but I like to think of it as an opportunity to put things into balance.

The service I'm currently making changes to are my Marketing Action Groups. I'm changing the format somewhat, adding more service to the first part and making the second part more flexible. (More about this below.)

I learned a few years ago that if I don't keep re-working, re-packaging or re-balancing my services, things will get stale; they won't meet the needs of my clients, and I won't stay competitive (or happy).

When was the last time you repackaged your services? Here are some signs that it's time:

1. You are getting feedback from your clients that they want more of one thing and less of something else.

2. You don't feel you're delivering your Ultimate Outcome at the highest level possible on a consistent basis.

3. You're feeling bored, antsy or in some way dissatisfied with your current offerings (even if you can't put your finger on it).

4. You're not getting the response you want, or making the money you know you could with your existing services.

5. You're ready for a breakthrough and you realize that breakthroughs come from trying new things and taking risks.

It's not unusual for us to get stuck in a rut and offer the exact same service year after year. This isn't good for your business, for your clients, or for your personal fulfillment.

I've seen people repackage or reformulate their services and end up delivering a much better outcome for their clients, resulting in more word-of-mouth business. And I've also seen how repacking a service increased income dramatically.

A participant in one of the Marketing Action Group, Sid Smith, made a career-altering change. He was offering team building services. However, in the course of writing his marketing materials he noticed he liked writing and helping others with their writing more than doing team building! So he completely changed his business.

Another participant, Mona Grayson was offering her coaching services one session at a time. I encouraged her to create a package of several sessions, and as a result her practice filled very quickly.

Yet another, Phil Hamilton, was successfully offering business valuation services to his clients. But he repackaged his service to help his clients actually sell their businesses. He created higher client satisfaction with no extra work for himself and increased the income for an average project by 15 times.

The changes you make may be less dramatic. But, if you think it might be time for some changes in how you package and deliver your services, here are some things to consider:

1. Don't make huge changes all at once; you could lose your old clients without gaining new ones. Change one piece at a time.

2. Get some feedback from clients first before you make your changes; your intuition just might be wrong.

3. Make changes that will actually increase client satisfaction. Find ways to do things more effectively, while adding value.

4. Make changes because it will help meet your needs for fulfillment and profitability. Make yourself a priority.

5. Re-write your marketing materials to reflect the changes in your services and notify your clients by email or phone.

6. Once you make a change, go for it 100%. If you hesitate, or show doubt, your clients won't feel confident.

7. Make change a habit. I loved the title of a management book: "If It Ain't Broke, Break It!" Shake things up a bit.

The More Clients Bottom Line: Change is good for your business. But don't just wait for change to happen. Make it happen by continuously looking at how you deliver your services and repackage them as necessary.

 

Marketing Action Groups now open

The Marketing Action Groups are now available at two levels of participation - The Foundation Level and the Advanced Level.

In the Foundation Level participants work intensively for three months in developing their marketing message, marketing materials (including web site), and initial marketing plan.

In the Advance Level participants get coaching and support to put their marketing plans into action and grow their ability to market their services as they grow their business.

In the Marketing Action Groups participants get direct coaching from me in all aspects of marketing their business.

The Foundation Level of the Marketing Action Group is now open for applications. The next semester starts October 12. If you are considering participating, please check it out now as all groups in the past have filled to capacity within about two weeks.

http://www.actionplan.com/actiongroup.html

 

The Do-It-Yourself Web Site ToolKit

Many Independent Professionals are a lot like me. They like to do things themselves. And I think that's one of the reasons behind the success of the Web Site ToolKit.

People like the idea of an "all-in-one-package" that can help them develop an effective web site. The ToolKit includes everything you need to create dynamic content for your web site, organize the materials ready for a web designer and take advantage of dozens of tools that help make your web site attract more clients.

http://www.actionplan.com/wstk.html

Note: We're offering the Web Site ToolKit for $39 until we have sold 1,000 copies and then the price goes up to $49. We are currently at about 870 copies.

 

Want to win more proposals?

There's a testimonial quote I include in the online letter about the InfoGuru Manual. I think some people might miss it and I'm sure others simply don't believe it.

In an unsolicited testimonial from Paul Browning of Networks Incorporated, Paul told me: "I downloaded the InfoGuru Marketing Manual two days ago because I had to put together a proposal and didn't know where to start. I followed your advice and have just won $390,000 worth of business over the next 12 months with the client!"

And Paul isn't the only person who has told me that the proposal format alone paid for the manual hundreds of times over.

Carolyn Morgan of the Morgan Design Studio also reported: "I'm sooooo glad I found you. So far I have rewritten all my marketing materials and applied the Perfect Proposal template. It has been an instant winner for me, resulting in a project worth $25,000 + . I'm beginning to feel like a real-life InfoGuru at last!"

Preparing winning proposals is only one small aspect of the InfoGuru Manual. Link below to learn more about what it includes and how it could help you in your business.

http://www.actionplan.com/infoguru.html

 

Until next week, all the best,

Robert Middleton

ACTION PLAN MARKETING
Cracking the Marketing Code for Independent Professionals

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www.actionplan.com

210 Riverside Drive
Boulder Creek, CA 95006
831-338-7790

Contact by email

© 2005 Robert Middleton, All rights reserved. You are free to use material from the More Clients eZine in whole or in part, as long as you include complete attribution, including live web site link. Please also notify me where the material will appear. The attribution should read:

"By Robert Middleton of Action Plan Marketing. Please visit Robert's web site at http://www.actionplan.com for additional marketing articles and resources on marketing for professional service businesses."

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