Do You Have a $25,000+ Package to Sell?

Posted by Tony Plies

Strategy eats tactics for breakfast… and tactics put runs on the board (money in the bank) quickly – Karl Bryan

Whether you like it or not, every business sells – every business. If you don’t sell something (or think you don’t), you don’t have a business. What you have is an expensive and time-consuming hobby.

So, based on the fact we all are in the sales business, do you have a $25,000 item or package you sell?

Every time I ask that question, I get silence, then an excuse. “I’m a CPA”, or “I’m a florist” or whatever. It really doesn’t matter if you’re a butcher, baker, or candlestick maker, you need a $25k, $50k, or, depending on your business, a $100,000 package of services and/or items to sell.

Will you sell a lot of them? Probably not. But, what you will sell a lot of will be your most profitable items under that category.

When my son was a little boy, he taught me an Elmo song from Sesame Street. Elmo was half-way up the stairs. Elmo acknowledged that he wasn’t at the bottom and he wasn’t at the top. Why, because “in the middle” is where most people feel comfortable. So was Elmo.

So, what does this story have to do with a $25,000 package? Plenty.

You see, most every business owner knows the easiest sale is to a current customer. Getting more transactions from current clients is a way to skyrocket your profit. Yet, most business owners make no discernable effort to do so.

Take the Florist for example: The florist sees most men only a few times per year… wife/gf’s birthday, Valentines Day, Anniversary, and Mother’s Day. Yet, the Florist typically makes a sale on only one of those occasions, not all four.

What would happen if that Florist offered a VIP package that automatically sent flowers to that special someone three or four times per year covering all the dates important to her (plus maybe mail or email a signed card or sent a smaller bouquet AUTOMATICALLY for other occasions so it’s never late or forgotten) but the guy paid only once – annually? Or, he could make 4 quarterly payments, hitting his American Express automatically.

Not every guy would buy it, but that’s not the point. Say two out of ten agreed to participate in the Florist’s new VIP Plan. That’s 2 or 3, maybe 4, more transactions per year with no marketing costs. What if the Florist saw 100 men walk-in to the flower shop on each one of those special occasions and closed 20 on on a VIP package each holiday?

That’s 80 new sales each year. So, 200% to 500% increase in sales simply by being prepared and asking.

Say, hypothetically, the Florist’s profit margin was $300 on each package. That’s $300 x 80 new VIP packages = $24,000 annually and ALL profit. Not huge money, but not bad simply for putting some thought into their clients situation.

Now, realistically, most Florists are not going to sell $25,000 to men, but they certainly could to companies. Maybe not sentimental occasions (or maybe they could – who knows?), but companies have board meetings, staff celebrations, company milestones, etc.

Let’s say you’re an accountant. An accountant could easily sell $25,000 packages of their services. Individuals and small business owners see you to prepare their taxes. For small business owners, do you provide advisory services just once per year? Of course you don’t.

But, if you packaged in quarterly reviews, financial planning, tax assessments, financial book archiving, benefit plan reviews, and all the necessary and advisable items a CPA needs to deal with to keep clients compliant and all done in a neat, calendared package, you think business owners would buy it? I know they would. We help them with it all the time.

You see, the point is, a lot of your customers don’t know what they need or that you offer it. Bundling products or services that naturally make sense for the client also make sense for your business and your profit.

I’m sure you get the point. All it takes is some thought and a little planning. When you sell your first four $25,000 packages and put a newfound $100k on the books, you’ll not only be amazed as to how easy it really was, you’ll wonder out-loud “How come I didn’t do this sooner”?

Let us know if you need some help developing ideas! Good luck.

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