Step 3: Core product, full value, your main anchor
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Step 4: Retainer, ongoing, highest margin, most predictable
03 · PACKAGES
03 · PACKAGES
Build 3 Packages
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Fixed scope, deliverables, timeline, and price for all 3
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Starter, Core, Scale: name them after transformations
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Core is what they should buy: anchor everything here
04 · PRICING
04 · PRICING
Price with Anchoring
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Present Scale first, it makes Core feel like a bargain
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Show the full value list before revealing the price
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Never lead with price, always lead with the outcome
05 · PUBLISH
05 · PUBLISH
Build and Publish
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One-page proposal PDF template, branded and reusable
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Add to website, LinkedIn bio, and DM response script
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Test two different hooks and keep the better one at 30 days
⚠ NO TRACTION
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Is the hook weak or the offer too broad?
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Go back to ideal client definition, be more specific
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Run 10 discovery calls before changing any pricing
⚠ PRICE PUSHBACK
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Never discount: reduce scope instead, always
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I can do X without Y for SAR Z is the right response
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Or point them to the Starter package as a first step
LEGEND
Happy path
No / archive
Handle / recover
Methodology reference
The Value Ladder4-step model
FREE
Lead magnet: content, checklist, or template. Build trust before asking for money.
STARTER
Low-risk entry. Defined quick win. SAR 2 to 5K range. Gets them in the door.
CORE
Your main product. Full value, clear outcome. SAR 10 to 25K range.
RETAINER
Monthly ongoing relationship. Highest margin. Lowest acquisition cost. SAR 8 to 15K per month.
Always have something free, something low-risk, and something ongoing in your offer architecture.
Price Anchoring Psychologyclose faster
1
Present your Scale option first. This sets the anchor high and makes everything else feel more affordable.
2
Always show 3 options. Clients rarely pick the cheapest. They anchor psychologically to the middle.
3
Name packages after transformations. Growth Accelerator beats Standard Package every single time.
4
Value before price, every time. List what they get first. The price lands much smaller after the value.
Custom pricing on every call means slow closes and price negotiation. Fixed packages close 2 times faster.
Pro tips
Raise Prices Every 6 Months
If you are at 80 percent or more utilization, your price is too low. Raise rates 15 to 20 percent on the next new client. Existing clients stay at their rate.
Upsell Before Acquiring
The easiest deal is an upsell to a happy client. Contact your top 2 clients about an additional service this week. Zero acquisition cost, full trust already built.
Common mistakes
Custom Pricing Every Time
Every time you say let me put something together, you add friction and invite negotiation. Three fixed packages close 2 times faster. Present, explain, let them choose.
Discounting Under Pressure
If they say too expensive, the answer is never a discount. Reduce scope, not price. Discounting trains clients to push back on every future proposal.