One of the most common ways to sell marketing services is by levels of access or number of deliverables you provide.

Do you want one blog post per month or five? Do you want to weekly or bi-weekly calls? Do you want strategy work included or not?

The reality is, buyers often don’t know what they really need to get the results they want.

Do they really need the deluxe SEO plan or will the fundamentals do the job?

To be clear, there’s nothing wrong will selling tiers of service.

People are smart enough to land where they feel comfortable. And I recommend it in cases where you don’t have a clearly-defined target market.

But what if there was a better way? What if you sold based on who was buying instead?

Let’s say your niche was SaaS companies. You could have a service for bootstrapped founders, another for series A startups seeking product/market fit, another for scaling product-market fit, and one more for enterprise solutions.

If a buyer in one of those groups came along, it would obvious how to buy from you. They would simply navigate to the appropriate page and have your entire pitch presented in language tailored to their specific situation.

Your copy would include buyer-specific pains, benefits, and outcomes packaged with a unique mix of features at a price that aligns with the value you create for them.

It would feel tailor-made.

You could still have two levels of service within that segment-specific service, such as interim CMO or advisory services, based mostly on whether they wanted to manage the execution or let you handle it.

But you wouldn’t have to. You could have one core offer for each segment and it would sell.

So if you have a clear niche, try offering your services based on the segments within that niche.

The segments may be their size, sub-vertical, or customer they sell to, to name a few examples.

It will make the buying process a lot easier for your prospects and the selling process a breeze because everything will feel custom-made for your prospects.

If you are ready to re-shape how your package, market, and deliver your marketing expertise, I cover ideas like this and tons more in the membership.

But doors close tomorrow for new members until the new year. Join for as little as $29/month (annual plan): https://howtoselladvice.com/membership/ 

—k

P.S. In case you missed it, I’ve invited Dylan Bridger to host a webinar next Wednesday December 6th at 11am on How to Generate More Sales from ANY Email List.

Normally, these guest workshops are for members only, but we’ve opened the doors to anyone who wishes to attend live.
Register here: https://lu.ma/generate/