The team kicked-off 2021 chatting to quite a few prospects interested in Morphed’s products but what we found super interesting were some of the objections about selling packaged services, as well as other concerns:

For example:

  • “Is packaging services only for lower priced items?”
  • “I work with 20 customers, so going online won’t work”
  • “I don’t want to package my services as everything is custom”
  • “I don’t want to publish pricing on my website”

Let’s dive a little deeper:

Myth 1: My customers won’t buy online


Trust in buying most things online is growing, and this has been amplified with more and more brick and mortar stores switching to eCommerce. In the journey of buying professional services, your prospects are aware of the services they need to be fulfilled and they’ve either started their process to find your services online or they’re researching you before they reach out and engage. Self-serve is gaining rapid momentum thus enabling a frictionless experience with them in control.

Myth 2: Selling packaged services is only for first time and one-off purchases

Wrong!  Selling packaged services more than anything else, helps you build efficiencies into how you serve customers on a repeat basis. Be this for a customer who has worked with you in the past, and is coming back to re-engage or an existing customer who needs additional work done. If they can see what you offer and can easily match it to their needs, they’re more likely to come directly to you rather than engage with a competitor. Now, this doesn’t mean they’re engaging with a competitor for other others because they’re unhappy with the work you’re delivering, it’s because they were just unaware of all the other services you offer. Don’t let this opportunity slip through your fingers!

 

Myth 3: Everything I sell is custom, it can’t be packaged

Fair objection. However, for those services where you follow proven processes, such as doing an website audit, drafting an employment contract, selling consulting hours — these can all be packaged and instantly purchased straight from your website. 

All of these objections are relevant in some sense, however, as a professional services firm you need to start thinking about meeting your prospects where they’re starting to feel comfortable — and that is — you guessed it, online! 

At the end of the day, you need to choose what works for you. Not all services need to be packaged and sold online but can be enough to give a prospect a sense of what your company offers and the price ranges. So the aim to create an experience for your prospect online that is close to your traditional process with the use of tools like video, bots, content, meeting links, etc.

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