The experience you’re going for here is for an ideal prospect to feel like ‘OMG! This is a sweet offer!’ and magically convert into a customer. You do that by selling something they want that's also foundational to the bigger project.
So If You're Applying A Discovery Call To The Project Like Its A Bite-Sized Service
A bite-sized service sells a critical part to the customer's project being effective, that’s why the cost can be applied to a project moving forward. Now if I’m not mistaken “discovery calls aren’t really an opportunity to solve people’s problems” quote, so what's the justification for charging other than a money-making tactic if it's not an opportunity to provide value?
The objective of a bite-sized service is to provide value, if a discovery call isn’t doing this (there is no value behind it), then again we’re not speaking about the same objective here.
Wondering If A Bite-Size Service Is A Way For People To ‘Try Out’ Your Services?
That depends on what is meant by ‘try out’.
In Trinidad and Tobago, ‘try out’ typically means ‘free thing!’ In which case, thinking a bite-sized service is a way for someone to try out your services for free before investing in the project is misguided. Some discovery calls operate like that, but it places the person providing the service in a position of doing free work! What would be the point of implementing something that perpetuates more of the same problem you’re facing?
A bite-size service is a paid service, and someone who has paid for this service has already invested in the project. So don’t make the mistake of misunderstanding the intention and positioning of a bite-sized service by comparing it with the intention of a discovery call.
Treating The Bite-Sized Service Like A Discovery Call
Now, I’m not here to discuss what a discovery call is, but I will say I’ve noticed everyone has some variation in what they deem a discovery call, so if you use a discovery call to vet possible clients then we’re not speaking about the same function here because a bite-sized service is a paid service. In other words having purchased the bite-size service they are now a customer, so the vetting process has already been conducted.
So don’t make the mistake of misunderstanding the function of a bite-sized service by comparing it to a discovery call.
Ideal Clients Experience (Not Try Out) A Bite-Sized Service!
A client of mine, when she first started working with me, initially thought her time was being wasted and she was losing money because she didn’t have a website to make people pay with their booking. Upon further inspection, it became clear what the real problem was. After bringing it to her attention, I implemented Pedi-Plans to help her clients prioritize their treatment, and a bite-sized service for new customers to experience her services prior to venturing into full treatment.
Within days, she was, according to her, “selling Pedi-Primers like rain.” Even screen shot me a Pedi-Plan someone paid in full for one night reading her messaging alone!
While not everyone leapfrogged into a client, all her customers became clients, none of them were 'too busy' to show up for their appointments anymore, and she was getting paid first before her services were booked which she eventually raised the cost of after witnessing this transformation. To say she was happy would be putting it mildly. She came from selling her services for under $100.00 on IG to selling it for $1500.00 FB. The same thing happened to me. Hearing a client (out of nowhere) commend the experience they had with my services motivated me to stand by my process and raise my price too.
This might be the wrong way say this, but four years ago, that same client ignorantly began calling The Pedi-Primer a bite-sized service. Neither of us knew that the term was an actual term.
Any way I digress
What red beryl do you have in place for your ideal clients to experience before they possibly make a bigger investment in the services you provide?
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I am the Founder and Visual Brand Strategist at TheBrandTUB
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