How to sell a service as a fixed package

Selling hours means every enquiry starts a conversation, and a good number of those conversations go nowhere. Selling a package means somebody can read the page, decide, and pay, which is a much shorter path for both of you.

Turn the work into a thing with edges

A package needs three parts, and the third is the one people leave out.

• A name. Something a person could repeat to a friend.
• What is included. Specific and countable: four sessions, one written plan, two rounds of changes.
• A finish. What they have at the end and roughly when. Open ended work is hard to buy and harder to close.

Offer one, or at most three

One package sells best when you do one thing. Three works when people genuinely arrive with different sized problems, and the middle one should be the one most people want. Beyond three you are asking somebody to do research before they can give you money.

Put the price on the page

The commonest reason a service page does not convert is that it asks people to enquire for pricing. That filters out everybody who was ready and keeps everybody who wants to negotiate. If your work genuinely varies, give a starting price and one sentence about what moves it.

Say who it is for

Two sentences naming the person this suits will do more for your conversion than any amount of describing your process. People buy when they recognise themselves on the page.

Say what happens after they pay

The moment somebody pays for a service, they want to know what happens next. Put it on the page: you will get an email within a day, here is the form to fill in, we start the following week. Silence after a payment is where most of the anxiety in buying a service lives.