| To make more money with what you are already | | | | might only be purchased once in a while has been |
| offering, consider different strategies to make it | | | | transformed into a must-have product. |
| easier for people to purchase your services | | | | 3) Change your pricing options. Offer your |
| products. Restructuring your pricing and packaging | | | | customers an option of paying in installments. Give |
| creates more options for your customers. | | | | a discount if customers buy a service early or in |
| Here are some examples: | | | | bulk. Offer a credit card option or allow people to |
| 1) Bundle 'em. Offer your services in monthly | | | | buy online. Give people coupons, discounts, |
| increments. Instead of working with people on a | | | | frequent-buyer rewards, or loyal-customer |
| session-by-session basis, offer a bundle of | | | | rebates. |
| services. For instance, a personal trainer can offer | | | | 4) Offer it in a new way. A book or a workshop |
| sets of workouts for 3 months, 6 months, or a | | | | can be turned into a CD program. Certain |
| year. Add value by including a workbook to chart | | | | prospects may not have time to read a book or |
| workout progress. You can also create levels of | | | | attend a workshop; but with your new packaging |
| advancement to create more options for clients. | | | | option, they can listen to your program during |
| Consider a silver, gold, and platinum program. Each | | | | their commute or at the gym on their mp3 |
| level is a higher price and offers more value to | | | | player. A used furniture store could paint some of |
| your clients. | | | | its chairs or old frames in creative colors and sell |
| If you offer products, consider other ways to | | | | them as functional art. |
| bundle things. For instance, a garden shop can put | | | | 5) "Plus" it. There is a term called "plussing" that |
| together a spring garden package that includes | | | | comes from Walt Disney's constant efforts to |
| flower bulbs, a trowel, wildflower seeds, and | | | | continually make a good idea even better. An |
| gardeners' gloves. A restaurant could start | | | | example of this is adding a scavenger hunt game |
| packaging their sauces and selling them to | | | | to the waiting area of the Haunted Mansion at |
| customers to take home. A life coach could put | | | | Disneyland Park - now even the pre-ride portion is |
| together a notebook and CD set to sell online. | | | | fun. Hallmark Cards also uses the concept of |
| 2) Change product usage. Railroad ties are now | | | | plussing. When their creative team develops a |
| used as decorative items for landscaping. I've also | | | | new product idea, they invite all of their other |
| noticed that antique stores are offering faucets | | | | divisions to follow the concept and spin off |
| as coat hangers. And how about those stretchy | | | | additional new products. |
| bands that people use for workouts? | | | | ACTION STEP: Take a look at your packaging |
| Arm & Hammer Baking Soda has this | | | | and pricing. What works well right now but can be |
| strategy dialed in. The product was originally for | | | | plussed or made better? How can your services |
| baking. On their website, the company also | | | | or products be bundled? What pricing options can |
| suggests you use baking soda for brushing your | | | | you add? How can your products/services be |
| teeth, deodorizing your dog, extinguishing fires, | | | | made to be even more remarkable? By providing |
| cleansing your hands, rinsing your mouth, and for | | | | a variety of options to customers, you will make |
| children's crafts. As a result, a simple product that | | | | more sales. |