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What do Fee-Setting and Ice Cream Parlors have in Common?
Business success relies on being creative and flexible. Even comparing
coaching and consulting fees to an ice cream parlor can increase you
income if you know what to look for. Business and marketing tips come
in all flavors so pull up a stool and let me show you what fee-setting
and ice cream parlors have in common.
Ever walk into an ice cream parlor and want a single scoop of your
favorite flavor? Imagine you walk in and all they have to offer are
triple scoops? They even have your favorite flavor, but the only way
that you can have it is to buy a triple scoop.
Maybe it’s hot outside and you want to walk around without having
ice cream pouring down your arm and onto the sidewalk. Or maybe
you’re in a hurry and you only have time for a single scoop. You
might be saving room for something else to eat a little later.
We could go on for quite awhile as to all of the reasons you may
prefer a single scoop of ice cream over a triple or even a double scoop.
This seems so elementary that we probably couldn’t even IMAGINE
an ice cream parlor that would be short sighted enough to offer
only triple scoops to their patrons.
But let me ask you another question. Are you doing the same thing
to YOUR market? Are you offering nothing but triple scoops when,
clearly, many prospects would just like a single scoop?
People want a chance to get to know, like and trust you. Some just
won’t be prepared to jump in and snatch up a triple scoop. Perhaps
their schedule doesn’t permit it. Or they want to enter your program
gradually. There’s a host of reasons that you should create multiple
offers for your market.
So what do you do with these people? They might turn out to be your
ideal clients, but if you don’t have anything else to offer them
then you’ll never know.
Whether you are a coach, consultant, holistic service professional or
any other fee-based solo-preneur, you can always create multiple
offers for your prospects and clients.
Here are a few ideas ranging from free to full-fee:
* Newsletter and ezines
* Tele-classes
* Tele-seminars
* Information products
* Published books
* Group coaching programs
* Packaging your services into 2-3 tiers
For coaches, one of the quickest tweaks that you can make is creating
what I call a split fee.
The typical coaching model may look like:
4 calls at $400 per month
But how about this:
4 calls at $550 per month
2 calls at $300 per month
You just increased your hourly income with both offers and created a
new option for your clients that’s less of an investment of time
and money.
Frankly, you may find that most clients opt for the higher of the
two, but having options means that they feel in control of the
experience.
If you’re interested, I go into much more detail about creating
multiple solutions for your market over here:
http://chargewhatyoudeserve.com/products/audiocoach.php
Remember, not everyone who walks into your ice cream parlor is
looking for a triple scoop 
16 Responses to “What do Fee-Setting and Ice Cream Parlors have in Common?”
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GREAT Article Tom!
I love that you give analogies, and then REAL structure and examples. Attention all coaches, and any service oriented entrepreneur……. take Tom’s advice today!!
Thanks for the posting Tom
Viki Viertel
http://www.digitalbuddhastudios.com
Viki
Thanks so much for checking it out! It was a fun post and I hope that it helps.
Have a killer day!
Peace
Tom
Nice job! I’ve read about this concept many times over the years (and we’ve actually implemented EVERYTHING on your list), but you point out one thing I don’t remember seeing before: giving customers more options lets them feel in control of their experience with you. I like that because, as you know, I’m a big proponent of helping our self-publishing customers take control. Thanks for sending the link to this post.
Okay, it’s too funny that we have two Viki’s with the same spelling ;o) But I just had to jump in here and say ‘Fantastic article, Tom’. Great info that helped me make a final decision on a program I had been thinking of adding to my coaching schedule. And you gave me some brand new ideas on how to “repackage” my already existing programs. I’m off to check out more of your ideas ;o)
Thanks so much!
Make it a great night!
Viki
Bravo Tom. I’ve recently implemented just such a model for my VA practice. Instead of just offering a fixed, hourly rate, I find that offering several service packages or levels of service gives folks a lot more comfort. I believe people just like to know that there are choices. I know I do. It’s like you said, everyone may not want a triple scoop.
Becky Gregory
Virtual Assistant
Viki, small world, huh? Uhm…I guess it’s “Viki II” for now
Becky
I think it will be common practice soon enough and both the VA and their market will enjoy it.
I’m so happy to see VAs doing this as well. I think people tend to pigeon hole their businesses, but you have created a structure that is a little outside the box in the VA industry. You pioneer, you
James
Thanks for jumping in. It really is a win/win isn’t it?
Thanks again to all of you for your comments. I’m always learning as well, so your input is invaluable to me as well as my “peeps”.
Cheers
Tom
Hey Viki S
Fill us in a little on your coaching packages if you don’t mind. I’d love to learn more about what you are up to
Peace
Excellent, you hit the facts right on the head, and what I really found the most profound was the choice than realizing that most people will opt for the hire price because they think that they are getting more for less. But they like the fact they had the choice.
Once again excellent.
Hey Tom,
Your advice is always solid and applicable. I LOVE how you integrate real life experiences to really illustrate your point.
Some of this sounds suspiciously like things we were discussing on our coaching call earlier this week. Thanks again for your support! I’m not ashamed to say that getting perspective from you is always a big help.
Thanks for sharing your gift.
Lisa~
Tom,
this could not be more on TARGET with reality. It made me think of how sometimes we become overwhelming, without even realizing. Sharing value is a must, however, knowing how to do it effectively so that others indeed receive it is…an Art in itself…and to top it off: being paid doing so? Well, that is why YOU exist professionaly my dear! To let us know how to put it all together: the right flavor, the right size…at the right PRICE!
Grateful for another OUTSTANDING thought! This helps tremendously in keeping focused!
BIG hug!
Selma,
Dreamer, Believer, Inspired
Very good thoughts, there! We just “friended” each other on Facebook and I’m very looking forward to reading more of your stuff. Always looking for new ways to help my Mobile Assisting clients.
Thanks!
Angie Mattson
Tom,
Great way to put it! Many people think so highly of themselves/services that they eliminate an entire segment that really does want to utilize and buy their product or services! We are currently putting together a way to market our ‘product’ (land) in this economy. Proposing several models to my partners soon! Really enjoyed this, as it validated (to me) what I have been working on!
Thanks,
Ed Sweeney
Angie,
Thanks so much for the support. I really hope that the information serves you well. Cheers.
Ed,
I’m glad we met over on FB for sure. How cool is it that the information applies to your market. I’d love to hear more about your project and how it evolves!
Friedel! Thanks for your input. How is sunny Arizona right now?
Great article Tom! I love your insight and analogy. Thanks for sharing.
Enjoying your articles and FB ideas!
Dr. Kluane