How many service options or packages do you offer to prospective clients? Many small business owners offer too many options and it’s losing them a fortune.
- The more options you give to a prospective client, the more choice they have.
- The more choice they have, the harder it is for them to make a decision.
- The harder it is for them to make a decision, the less likely they are to decide.
So they move on. And you lose another sales lead or client enquiry. And another… and another.
Too much choice
In an effort to be as flexible as possible, business owners often create lots of different service packages. Something for everyone. And it seems to make sense.
The thing is, too much choice is bad for business. It creates confusion and when your prospective clients are confused, they won’t commit. So you get far fewer client enquiries or sales leads from your marketing. As one of the oldest sayings in marketing assures us, “a confused mind always says no!”
Take a look at the number of service options or service packages you provide. Also, look at the number of items within each package.
Now ask yourself: Do you really need to offer so much choice?
If not, reduce. Aim for clarity. Make the decision process easier for your prospective clients. When the decision to hire you or buy from you becomes easier, more people will do it!