Why More Isn't Better: Stop Offer Stacking Immediately

The Art of Saying No in Consulting

Welcome to the second edition of our newsletter focused on the crucial topic of pricing. If you're here, chances are you're questioning whether your pricing as a business consultant might be too low. It's a common concern, especially if you're nervous about bringing in new business or trying to justify your fees by overloading your services.

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Today, we’re diving into the pitfalls of what I call “offer stacking.” We’ve all seen it: those websites that throw in every possible bonus to make the deal look irresistible—“If you buy this, you’ll get this, and this, and this… a $20,000 value for just $3,999.97!” Sound familiar? Unfortunately, I’m seeing more and more consultants adopting this approach, and it’s a huge mistake. Here’s why.

The Problem with Offer Stacking

Offer stacking in consulting often looks like this: You’re throwing in extra time, reports, calls, and more to justify your price. But here’s the truth—your clients aren’t hiring you for the volume of what you deliver. They’re hiring you to achieve a specific goal with as little time and effort from their side as possible. By stacking your offer with more and more services, you’re actually giving them more reasons to say no.

Your clients are busy. They want a solution, not more to-do lists. When you pile on the extras, you’re signaling two things:

Lack of Confidence:

1. If you were truly confident in your ability to deliver results, you wouldn’t need to add all these extras. You’d simply say, “I’ll get you there. Let’s do it.”

Time Drain:

1. More services mean more time and effort from them, which is the opposite of what they want. They hired you to save time, not spend more.

The Solution: Offer Removal

Instead of adding more to your offer, start taking things away. This is where you truly show your expertise. Here’s how to do it:

Remove Unnecessary Services:

• During your conversation with the client, identify what they truly need and take the rest off the table. For example, if a weekly call isn’t necessary, suggest removing it. If a detailed report will just gather dust, offer a lighter version or suggest an alternative.

Focus on the Essentials:

• Narrow down your offer to the core elements that will help your client reach their goal. This not only demonstrates your understanding of their needs but also builds trust. They’ll see you as someone who respects their time and is confident in delivering what truly matters.

Step-by-Step Process

To implement this approach in your consulting practice, follow these steps:

1. Evaluate Your Current Offer: Look at the services you currently offer. Are you adding extras to justify your price?
2. Identify Core Needs: During client conversations, ask probing questions to uncover their real needs. What’s the main goal they want to achieve?
3. Suggest Offer Removal: Propose removing services that aren’t essential to achieving the client’s goal. Explain why this benefits them by saving time and focusing on results.
4. Reframe Your Value: Position your offer as a streamlined, high-value solution. Emphasize your confidence in achieving their goal with the leaner, more focused offer.
5. Test and Adjust: After implementing this approach, assess the impact. Are clients more receptive? Is your confidence in your pricing growing? Adjust your approach as needed.

By adopting this strategy, you’ll set yourself apart from the “stackers” and position yourself as a confident, results-driven consultant who values both your time and your client’s.

Plug it into play and watch how this simple shift can transform your consulting practice. Let’s connect and explore how Billionaires in Boxers can help you exceed your targets. Join us here: https://bib.show/?