One of the most effective pricing strategies for professional services is tiered pricing. That’s because packaging professional services can be used to cater to different client needs. We will cover what tiered pricing is, the challenges professional services businesses must overcome, what it takes to build effective packages, and the tool to help you manage pricing better.
What is Tiered Pricing Anyway?
Tiered pricing for professional services is a pricing strategy where products or services are sold at different price points. The price of a tier is determined by what comes in that level of service, how much time is spent providing the service, and/or the benefits you receive from the service. The tiers are tailored to meet the unique needs of different client segments. As a result, tiered pricing for professional services can appeal to a broader range of customers, improve the buying experience, and upsell to customers, thus increasing revenue and profit.
Tiered Pricing Can Overcome the Pricing Challenges Professional Services Businesses Often Face
Pricing can be a challenge for professional services businesses. Many customers want to know what they are getting with the amount they are investing. In this industry, it can be difficult to quantify the value of your services and standardize the price, especially because each client has unique needs. This is where tiered pricing can help. Tiered pricing allows the customer to choose the level of service they desire, in turn driving client satisfaction and business growth.
Three Steps to Follow for an Effective Tiered Pricing Strategy
The first step to building the right kind of packages is research. Talk with your customers to discover their core problems, what services they gravitate towards, and what needs may have changed. The reason for this is because you’ll want to envision a buyer persona to determine which types of customers will be attracted to which tier. Next, you can analyze your own business to see what is bringing in profit and what is not. Don’t forget to look at your competitors!
Once you’ve gathered all the information you could to create a buyer persona, it’s time to package your products or services together. Here’s some guidelines you can follow:
- Bundle certain services together to create a robust and convenient offer.
- Present a handful of packages to allow customers to choose from different levels of service.
- Package how you deliver your services to show authority and build trust.
- Distinguish the value customers get from each tier clearly.
Finally, the tricky part – pricing. This is where tiered pricing comes in. Using the knowledge you’ve gathered, set the tone with your first package, and then raise it incrementally to capture the subsequent increases in value. From there, you can experiment with different price points to encourage customers to purchase a specific package. Make sure your price jumps organically to ensure the prices in your tiers match the prospective value.
What Can Help You Manage Pricing for Your Professional Service?
Now that you’ve learned how tiered pricing can overcome certain professional service pricing challenges and how to build a pricing strategy for your business, it’s time to put it into practice. If you want to try tiered pricing or are implementing it right now but need a little help managing customer segmentation, then let us introduce you to Rockton Pricing Management (RPM). As the most flexible, powerful, multi-platform price optimization software available, RPM can help automate tiered pricing by doing margin calculations for you and setting prices for certain customers.