In the new economy, successful businesses want to measure their marketing dollars and see what return they get on their investment. Buying packages, as opposed to buying open-ended services, can help your small business get a better return on investment. Here are the reasons:
- Fixed price. Decision makers need a fixed price. They often think of the cost when listening to a presentation or learning of a service, but they are hesitant to ask. People are too polite. Are you too polite to ask? When it comes time to talk money, you are better able to clear confusion by agreeing upon a fixed price. I have been running a small business since 1992. I get more success with fixed prices than I do proposing open-ended services. My most successful clients offer fixed prices and look for buyers.
- List of services provided. You, as the buyer, want a fixed price. The seller has to be very specific in what he will provide in exchange for that specific price. The buyer has expectations. The seller has expectations. Putting both in a fixed-price package clears confusion and helps the relationship move forward.
- Avoid scope creep. This one works to the seller's benefit. When a project stays on course, both the seller and buyer remain happy. When the buyer makes additional requests and the seller complies, scope creep occurs. Wikipedia says: "Scope creep (also called requirement creep and feature creep) in project management refers to uncontrolled changes or continuous growth in a project’s scope. This can occur when the scope of a project is not properly defined, documented, or controlled. It is generally considered harmful. Typically, the scope increase consists of either new products or new features of already approved product designs, without corresponding increases in resources, schedule, or budget. As a result, the project team risks drifting away from its original purpose and scope into unplanned additions. As the scope of a project grows, more tasks must be completed within the budget and schedule originally designed for a smaller set of tasks. Accordingly, scope creep can result in a project team overrunning its original budget and schedule." Nobody is happy when scope creep occurs.
A good example of packages can be found at http://yourseowizard.com/social-media-starter-small-business/. The webmaster there presents three similar services in a table format. Visitors can determine which level of services they want and compare that to what they are able to pay. Pricing may turn away some visitors, but those visitors probably were not the webmaster's ideal clients. No harm done.