How to Sell Your Services via Email
You have spent your time and energy building your email list.
You have a mailing list filled with potential clients who would be a good match for your services.
But how do you convert them into paying clients that want and LOVE your services? How do you sell your services via email?
Here are a few simple ways to do that…
Create Packages instead of Selling Hours
If you sell services, you probably are selling them by the hour.
To you, this makes sense. You are probably thinking in terms of how many hours you need to work to earn your ideal income.
But your potential clients don't know exactly what they're getting if you say, "Five hours of graphic design services." Because they're not certain about the payoff, they're unlikely to move forward and purchase your services... or if they do, they might become disappointed in how much was done for that amount of time.
It's better to offer a package with a definite outcome promised.
Making it a clear decision of what they are going to be getting for their investment.
Instead of selling "five hours," think about what you could accomplish for a client in that time.
Then sell this result to your client.
For example, instead of "five hours of graphic design," you could say in your email to your list: "I will fully format your eBook and create a beautiful Kindle cover for XXXX amount of money.
Now your potential client will start thinking about the book they keep meaning to write or publish.
Suddenly, they don't hear "five hours," they hear the result they really want— "a professionally designed e-book."
Tell them Upfront How much it Costs.
It doesn't matter if you're selling your services for $5 or $500 dollars an hour.
Clients want to be able to estimate how much they'll spend and budget for certain services. Remember, they are not in this industry; they are clueless when it comes to what it takes to get the job done. They just know what they want the desired outcome to be.
Not giving your prices upfront can be a deterrent for some.
You can prevent this by being open about your prices in your emails and on your website.
Some potential clients don't want to experience sticker shock, but if the value is communicated clearly (the outcome), the price is not what will stop them from moving forward with you.
It's about understanding what they are going to get from you in exchange for their hard-earned dollars.
Think about this...you have been following a well-known coach for years, you have seen the results her clients achieve...you think you are ready to start working with her.
Her prices have not been communicated, so you have no idea how much it will cost to work with her.
You fill out an application and you get on a phone call with her to find out that she charges $25,000 a year for her program. As bad as you want to work with her...there is no way you can. You are only bringing in $1500 with your current business, and you don't have enough saved to join the program.
You walk away disappointed because you really did want to work with her.. but it's just not possible.
Now some coaches will tell you if you want it bad enough, you will find a way no matter what. And I agree with this to a certain point.
See, for most people, they think $25,000 is a lot of money, heck it is a lot of money if you do not see the clear ROI (return on investment). IF you can see the benefits and know this investment will help you double or even triple your income, it is a no-brainer.
BUT the outcome has to be clear on the investment.
Of course, no one can promise you will make XXXX amount of money, and if they do, they are full of crap, and you better run.
But what can your program or services give them, for the price you have set?
Is the value communicated clearly?
Back to the scenario above, what if you knew the price before you reached out to that coach? What if you knew her programs cost $25,000?
1 of 2 things could have happened.
- 1You would not have reached out to her because you felt it is out of your reach
- 2You would have saved enough money for at least part of the program, if not all, or made sure you had some type of financing for the program before you reached out to them so you could move forward.
You will only do number 2 and make those sacrifices in your life because you see a clear return on your investment, you know what the outcome of working with that coach would be.
By letting potential clients know your prices upfront, you will save your time, as well, from talking to potential clients that can't afford your services.
Now I know there are a lot of mixed opinions on this out there; some say don't ever list high-end prices.
My question to them is WHY?
What are you afraid of? Are you afraid your services don't give enough value for the price? If that is the case, you need to reevaluate your services.
If you've been offering services for a while and know how much time your tasks require, take the average amount of time and add a % of the time on to that to cover for problems that might occur and price your services.
If you're new or if your work is customized to the client, then naming a price can be tricky. You don't want to lowball and end up working so hard on a project that you barely make enough money to break even. The way to handle this is to say something general like, "Prices start at $97 for Kindle Ecovers."
By specifying your prices this way in your email, you give yourself some wiggle room. For example, a potential subscriber might email back and want a Kindle eCover, but they might also ask you to design their Facebook header at the same time. Since you've given a base price, you can negotiate the total amount you need to cover your services.
Limit Your Offers
Unless you have a talented team behind you, you won't be able to take on every client that comes your way. So, you need to have limits in place. Think about how many clients you can comfortably handle.
Then honestly, share this limit in your email. One editor emails her list when she's looking for new clients. But she always makes sure to tell potential clients she only has "five spots." This isn't a marketing gimmick—she knows her best work happens when she's focused on helping just a few writers succeed.
Not only do her clients get the best of her time and attention, but this also encourages her subscribers to take action. They know if they want to book a spot to reply to her message immediately.
A Few Last Reminders
Selling a service to your emailing list is all about communicating the value of your service.
Always share stories and testimonials of the work you have done when possible. Paint the transformation picture for them, help them get excited about what you can do for them.
If you are trying to sell your services via email, make sure you have a clear call to action, whether that is a checkout button or a button to a new client questionnaire, or just a simple reply to your email.
Now it's your turn. I want to hear from you! What has helped you sell your services?