One of the recommendations we make to participants is to move from selling sessions one at a time to create “packages” so-to-speak. People’s reactions vary widely from, “Oh, I’ve thought about doing that” to “What? That’s insane! Why? How?”
We’ve even been asked whether they have to package their sessions. Are we going to force them to?
No! Never… It’s your business. You do what you need to do, what’s in your heart, and what works for you.
However, we do ask them to at least listen to where we’re coming from and consider it, because packaging sessions is rarely what people think it is, and rarely for the reasons they think we’re telling them to.
Here’s a quickish video that explains what we explain to our clients.
Do you package your sessions? Or thought about it? Or struggle with it? After watching the video, ask us any questions…
With love,
Mark Silver, M.Div.
Heart of Business, Inc.
Every act of business can be an act of love.
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15 Responses
Hi Mark,
Thanks for your video. I have for some time had a package, and when I put my prices up I keep the package price at the old rate. This feels like it rewards my loyal clients. It really took off after my last price increase with lots of my regular clients choosing this option ( a block of 6 sessions).
It gives me more of a sense o the long view, and, yes it’s great that they don’t have to decide everytime if they are coming back, and it really helps me to hold them, we can drop more into the relationship knowing that more work will be done, we are in a process.
My only struggle with it is that I put my prices up to reflect what I would like to earn, and now lots of my clients are paying the old rate (and they are committed, which is worth something to me)….and there’s a but! Can’t quite put my finger on it!
Yay! so glad, Kirsty, that it’s been at least somewhat successful. Now, focusing on the pricing. 🙂 Over time, and maybe not so much time, you can raise the price on the package. The package doesn’t have to be a discount. It can be just how you work. If you don’t have, or discourage a single-session option, then people will just do the blocks.
I appreciate this idea and much prefer when people make the commitment to themselves and to me to do multiple sessions. I’m curious to know how to frame a package if/when they are not paid for up front, though. What can help to provide that container and commitment without the monetary one?
Stefanie- great question. What I like to see practitioners do is provide a more in-depth assessment at the outset of talking to a client, often before they’ve even hired you, and then map out what you’re guessing it might take to get them where they want to go. And then describe to them the “course of treatment”, so-to-speak, and asking them to commit to the journey, regardless of how it’s paid for.
Thank you, Mark!
I have struggled with the concept of packages … some because I think that how it’s often packaged is unapproachable and “salesy,” but more because as an astrologer and tarot reader & healer, the “norm” is to offer one-off sessions. I’ve made some inroads into this by packaging what used to be a single reading into two (same price, just so much easier to integrate the information in two sessions), but I find that there is a resistance in myself and also in my clients to buying a package of astrology readings, for example. Maybe it’s a matter of how I sell it … but this market tends to be “oh, I’ll come back when I need to” and I can’t figure a way around it. I have had success in selling healing sessions in packages of 3, but not the astrology or tarot. Any thoughts? Have you had other folks with this issue?
Hi Elia- yes, we have had others. I think there may be an issue with certain kinds of modalities that require creativity. Photography, for instance, doesn’t need ongoing work, and readings like yours are not something you need every week or every month, necessarily.
I’ve seen two approaches that work- I’m sure there are others.
One is to add training/modality to your skillset, so it’s not just astrology. You seem to have some healing skills, so combining healings with readings, so it’s an “all-skills/all modalities” package. Starts with a reading, and then the healing support to implement the reading, and then at the next stage another reading to see how things have progressed.
The second is to create some kind of group/membership site that is affordable, where it’s not just individual readings, but you’re providing insight into the weekly/monthly energies and providing ongoing guidance for a group of people. You need to build up a significant audience for this to work, but it can be very viable.
I bet there are other options as well.
Hi Mark
Its a best article that you write i think no one can’t elaborate this topic as you do.Many peoples face these problem at the time of packing. Keep writing such type of great blog
Thank you for this article, Mark, and the generous thinking-with you do in your responses to the responses!
I just watched the video and felt in my heart that I want to really take a lot of time with people in the beginning, and offer packages based on frequency. All the same price, but 1x/day for 3 weeks feels different from 3x/week for 5 weeks, and from 1x/week for 3.5 months. They’d all be the same price (15 sessions) but different pace. I was inspired by a colleague who does intensives, where they just do 1:1 inner journey work for 6 hours/day for a whole weekend. People come out CHANGED! I’m a bit afraid of the liability (e.g. if they forget how to drive from that much change without time for integration — this modality is POTENT stuff) so I will stick with what feels right for me.
This Remembrance Relating to the Heart of My Business (in the 9-week Heart of Your Business course) is REALLY WORKING! Thanks to visiting with it daily, I can now suddenly just feel my business chime in and say what it wants! Nothing to do with me or my self esteem or money issues or anything! Just purely and only my business piping up and telling me what the packages are. (Thanks to YOUR PARTICULAR WAY of asking/bringing a topic, e.g. in this video.)
THANK YOU!!!
Hi Mark,
Very well put . I definitely use packages, because that’s the nature of the work – it’s a rare person who will get their finances sorted out in one session! So, as you say, this helps to set the expectation, and then also, I see that it actually helps the client relax. They and I know that we are working on this together for a certain period of time, and they can rest into that. And they also know what the total cost will be, rather than a drip-drip-drip. I have found that people move further and faster this way. The actual work that I do for each person varies because their situations are different, but the number of sessions is often pretty consistent.
Linda- thank you! So glad you’re having success with it- and yes, so much better than drip-drip-drip…
The following quote has inspired me.
“It’s your business. You do what you need to do, what’s in your heart, and what works for you.”
Just you are awesome, Mark!
Thanks, Elliyas!
Hi Mark
Some feedback would be appreciated. Is there anything I might adjust with this precursor to suggesting a package.
First I do a free session with new potential clients even if referred. I provide them with a full business coaching experience with something that’s going on with them or their business. As the session is ending I ask them, If all were to go well where do you see your life in 6 -12 months? I find out where they truly want to be or get to and I encourage them by saying (and what would that mean for your life) as they tell me each new vision they speak of. I takes notes and reflect their visions and desires back and ask on a scale of 1-10 10 means getting that really means a lot for your life or a 5 means it’s not that big a deal for your life it would be ok. I look for 8’s 9’s and 10’s which is what they really want for their life. Then from my heart i ask spirit for guidance if me and my coaching can assist this person to Move to where they want to be and then based on what comes forward I reflect the 8-9-10’s of what they said they want their life to be. I’d then say that with my 35 yrs of experience and expertise and with your commitment and willingness to be present and take responsibility for your succes, with all of this I feel you can get a long way towards the life you want. Are you willing to commit and take responsibility for your success? Pause,,,if yes, I know from experience that the way that would best support you and where you are at right now is __________. This 4 weeks or 3 months or 6 months will provide ___________________.
Which means I suggest a package or amount of time as long as I’m in alignment with what they want. It’s best for the highest good for them and me.
Hi Dan- if it’s working for you, then you’re good! What you do is a common approach, and many people find it successful. Since you asked, here’s my own take on free sessions: 4 things free sessions need to work