Creating Your Menu
If you’ve ever hired anyone, then you probably know that there’s a whole range of questions spinning around in their head: Can I trust this person? How much will this cost me? What does the process look like? What do I even need? What if the scope spirals out of control and I waste my precious budget with the wrong person?
Creating a menu of your freelancing services is a painless way of offering a fixed-price service with a pre-defined process. You let people know exactly what they’re getting and how much it will cost from the get-go.
Besides making you easy to hire, giving people clear options up front eliminates the need for proposals. When you package up your service, you’re defining what the deliverables are, what you’ll do, what the price will be, and what the scope of work will cover. There is no need for back and forth, you have already boiled everything down to a simple agreement.
Putting together the actual menu is fairly simple. You give your most popular services a name, add a description and a price tag to each one. Done.
A good place to start is a three-tiered menu.
Your core option
This is what you expect most people to buy. It’s what you do, packaged into one clear offering for the world.
Your basic option
This is a mini-version of your core service. It provides a ton of value but without frills. It’s either for people who can’t afford your core service or for people who want to start off with something simpler to test you out before they in.
Your premium option
This is for when people that want the best, no matter the cost. This is where you go all out and offer you the best, with all the frills. People will rarely choose this option but it serves as a price anchor for the other options, making them look more affordable.
You don’t have to have three options. You could add a much cheaper tiny option or charge for your consultations. You could also have a retainer option as another service or a training option. The way you structure your menu is entirely up to you and what you offer. What I will say is that If you keep your menu focused, you can focus on doing what you do better than anybody else. Three to five options are ideal, more than that is tedious, less than that is restrictive.
Now that you have a rough idea of your how to put a menu together, let’s work on describing your core option.
Imagine you got this email tomorrow morning:
I’m a [insert your target audience] and I’m having trouble with [insert your specialisation]. A friend of mine said you might be able to help.
To be honest, I don’t know how to deal with this. I’m not an expert and I’m way too busy to learn about it myself.
Money is the only thing that is not a problem for me.
I need your help.
You sound like you have a lot of experience when it comes to this stuff. What do you think I should do?
Could you just tell me what I need to do to solve this problem once and for all and get the best result possible?
Once you have laid it all out for me, could you also handle implementing it and just take care of it for me?
Just tell me what it will cost. As I said, I have the money, I just want the problem solved.
-The most incredible client you will ever have 🙂
How would you respond?
Given what you know about who you want to work with, the kinds of things they struggle with, the things they care about, given your expertise in the area, and given your experience in implementing solutions to similar problems and seeing successful results, how would you respond to the email?
- What will you build, create and/or implement for them?
- What is the scope of work you will deliver for them?
- How will you design it to best fit their needs?
- How long will it take?
- What are the deliverables?
- What will the planning phase require?
- What will the follow-through look like?
- Would your solution involve a one-time or an ongoing effort (or a mix of both)?
- What would you like to charge for this, all-in (ballpark)?
Your answers to these questions will make up the first draft of your core service.
Take out all the extras for your basic offer and then add all the trimmings to your premium offer.