3 Steps to Packaging Your Services Like A Top Tier Professional

Root Your Radiance

Where are you right now when it comes to how your services are being packaged and delivered? Are you creating a clearly packaged, high-ticket transformational experience that clients are excited about? Or do things feel scattered and ineffective? If you're in the latter camp... you're not alone. And I'm here to help.
This episode, I’m teaching you the three simple but crucial steps to packaging your services in a way that attracts motivated, high-ticket clients and keeps you in your zone of genius.
Learn more about Prosperous Practice and my upcoming mastermind offering at rootyourradiance.com.

Continue the conversation by sending me a DM on Instagram. I'm @thelaurabautista.
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Full Transcript: 3 Steps to Packaging Your Services Like A Top Tier Professional
Laura Bautista 0:00

So I promised you in the very beginning that I was going to teach you how I grew my business to six figures. There's a lot that I can share about all of the clinical and all of the life experience and everything that I overcame. But today's episode is more about the business side of things. Today, I'm teaching you the three steps to packaging your services, like a top tier professional. I'm so excited about this.

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Welcome to the prosperous practice podcast. I'm your host at Laura Bautista. And I am so honored, excited and happy to have you here with me. Let's get into it.

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So when I first started coaching, I had all this life experience, I had worked for some people that I talked about in the last episode, right where they taught me a lot, but they ended up teaching me a lot of things that I also like didn't resonate with me, right. So a lot of the learnings are in learning what not to do, you might be in that place right now, where you're actually learning what not to do and your business. And my heart is with you. And it's not always fun. But when you can accrue that kind of wisdom and experience and be in the body as you're experiencing it. You move differently, once you know that that's not what you want.

Like, where are you now when it comes to how your services are being packaged and delivered? Are you doing a lot of trades, which can be wonderful, but they cannot be your like top mode of currency and your business, right? Like you can't, you can't survive off of doing trades. Unless you do a trade with your electric company. With your landlord. You need also money too. So how heavy are you on the trades? Or are you doing session to session work? Session to session can be really wonderful as an eye opener as a gateway, and then maybe even as like a follow up. But if someone is coming to you with lifelong chronic health issues, or a really intense acute health issues, let's say and they're and they're wanting a more natural approach, session to session is not going to get them the results that they're looking for.

And this all comes back to like the promise that you're making, right? So what is it that your service is promising? Like, what are they getting? Are they getting a nutrition guideline and supplement guidelines and an eight week plan and then they go do it on their own. In that case, session to session might actually be really, really helpful for that person, it will take just a lot more marketing on the practitioner side. Because then you have to fill your calendar and get way more clients right than if you had like a package of services. And it's like this is a three month container or six month container or 12 month container. I had a nine month container at one point. And I love four months.

So it's really whatever you want it to be. But the idea is that it's packaged together. So if you want to deliver a transformational experience, and you're a holistic practitioner or a functional medicine practitioner or nutritionist health coach, understand that this is going to take some time, right, if someone is coming to you and they're struggling, and they've been in it, this is going to take a little time to feel some changes.

Now, if you're good, and if you're working with root causes, you also know it doesn't take as long as you might think, if someone's really dedicated and so again, when you're packaging your services, you want that to be true that if you work with me, if you sign up for this package, I'm going to take you on this journey. And then in the end, you're going to feel different, you're gonna be different in your body, you want that to be true.

And so the three steps to packaging your services like a top tier professional. I wish I had learned this in a free podcast instead of paying someone like $10,000 to teach me this. I'll invite you to write down the answers to the questions that I'm posing and the things that I'm listing out. I think it'll be really helpful for you. So number one, when we talk about packaging your services, like a top tier professional as in a - in a sustainable healing process, right, we want to get a lay of the land, we want to get a baseline where are we now? So the invitation here is for you to lay out all of the modalities and the tool that you want to work with in your practice.

So this will probably be a pretty robust list and this may be, you know, this may start out with functional medicine, supplements, nutrition, maybe it's meditation, Mind Body stuff, maybe it is energy healing, maybe you are a bioenergetic practitioner. Maybe you also work with essential oils and, you know, do a little bit of shamanic work. Maybe you have coaching sessions, or do you do somatic work? Muscle testing? Did you do Nutrition Response Testing training at Yulin Nutritional Systems? Did you study bioenergetic medicine at the Unified Medicine Institute? Did you go to Standard Process trainings and learn about supplements and whole food supplementation? Do you love Apex trainings and their and their gut protocols do use energetics and their homotoxicology model or anything else that you are holding, and that you have learned and done and that you want to continue to cultivate and to teach and to practice and to share. Get that down in one list.

And this might take some time. But like get it all down on paper, you know, and there's nothing more freeing to me than seeing all of the ways that I can not only help people, but make money for being myself and for applying and sharing the things that I have invested in, and that I have a stake in personally, professionally, passionately, all of that. So laying out all of the modalities, all of the tools, all of the things that you've learned that you want to put into practice, get it all down on paper.

And then the next step is you're going to gather all of your IP, all of your intellectual property. So what are the trainings that you've created for people the resources that you've created? Have you written any blogs? Do you have a website? If you have a podcast, that's also IP? If you have a social media account, and the post that you put up? Have you ever hosted a challenge for a group? What services are you currently offering now? Right? Go into your archives, go into your journals, go into the plans that you made, when you first started out, back to the basics and go look at all of that stuff. Because your IP is also in the in what you've deduced and what you've put together, you could have created something that is like so genius, and completely forgotten about it. All of this is your intellectual property. Again, gathering all of that, what do I have? What can I repurpose? What do I need to teach them? What am I passionate about teaching them list it all out.

The last piece of listing things out here is looking at the market research that you've done. And so if you've been practicing for a while, you've probably done market research. And so I can't tell you how valuable it is not only to do market research, often like all the time like throughout the year, but to remember to integrate it verbatim into your work and into your services. Listen to them don't guess, market research is all about asking people what they want and need and what the gaps are in in the industry. And in them receiving what they need. Right? Sometimes your clients aren't exactly going to know what they need, but we still want to hear what they want. And we want to be able to create offers for them that are high value and that they actually really want. And so when you know that you can then say okay, I'm gonna give them what they want, and what they need. That's step one.

Step two, is creating an experiential roadmap for your client that facilitates action by action growth, right? So they're taking action, it's so much more about experience than it is about content. We, you know, we want to make sure that this client has infinite ROI, with this experience. And so, you know, teaching them tools that they can then take on their own is huge, right. And this is a big part of being like becoming and shining like a top tier professional. So when you look at your long list of things, you do not have to teach them all of that stuff, right. But we do have to create experiential roadmaps for our people where they action by action, they experience growth, they embody transformation, and it empowers them in such a greater way than if you were to just tell them stuff. Right? So it's a roadmap of experience.

I know a lot of practitioners who do hybrid stuff so like they do. Maybe they do muscle testing, essential oils, they create nutrition support guidelines for people, they make supplement recommendations, They do functional medicine testing, they do some emotional clearing or some somatic work. So let's say it's those things, what is the order of operations. And I invite you to make this flexible, right? This isn't like a rigid, like, you have to do this, right? That goes back to the protocols, and to treating people like they're all the same, and they're all on the same body. We are all so beautifully unique. And we share a lot of things in common.

So this roadmap is the things that people need to learn, right, that everyone kind of asks you about. Right? So for example, in my program, if you go to my website, you can see my health offer, where you'll see that I have four different phases that we go through, and then I explain and then there's a bunch of features and things, right, so we have our main steps, but we pivot, if you look at the curriculum for the mastermind, right, each month, we are working on a different aspect of your business. And there's not you can look at the syllabus on the website, it's awesome. And it breaks it down as to like what we're going to be covering. Now, there are times where people do this at a little bit of a different pace, right. But everyone's going to cover all of those things, we create flexibility, but then we have structure. So that is what's really important. And the most, most most most most important thing is that you're staying within your zone of genius and your scope of practice, right?

Your zone of genius, being the thing that lights you up the most the thing that you can get someone easy result for. So helping someone grow their business as a certified health practitioner, that to me feels so easy and juicy, especially if it's the right client that like I can stay in that zone very, very easily, I have a lot of energy for it. Right. And I have a lot of tools and resources and experience. And I can embody this same thing with helping someone reduce autoimmune symptoms, right, and chronic infections and things like that, like it lights me up, like think about what juices you up, I meet some practitioners who are like, oh, man, I love helping women in their 40s get pregnant, I love it. And I'm just like, man, that's so amazing. Or I, you know, or others who work specifically with like the biology of trauma, right, people who have been struggling for years, and then they heal their body with by supporting the nervous system, learning nervous system regulation, and processing trauma and is changing lives. And then they also support the nutrition side of things. Or, or someone who is using functional medicine to help people with mold toxicity.

This is pretty key. And it's annoying, but it's key. In each season of your business, you will want to be focusing on facilitating one specific type of transformation, it's in your best interest to get known for the thing that you feel so juicy and in your genius about it's so to your benefit. Because then you will attract clients that have most mostly than and then the ones who are not falling into like, for example, I used to market myself as someone who helps women with autoimmune issues. Right? So I would get a lot of interest from women with autoimmune issues, right? That's exactly how I was positioning myself. That is the former version of me. Right?

But then I would get inquiries from men who were like, hey, well, I'm not a woman, but I got autoimmune issues. Can you help me like, of course, where I would get inquiries, it's like, Hey, I don't have autoimmune issues, but I've had digestive issues forever. Is this something you can help me with? Totally. Right. So you become known for a thing, but then it radiates outward. Because you're really talking about root causes really talking about helping people restore function in their bodies. And, you know, you want to be very specific with how you are supporting someone, right? You're not in your marketing, right? You're not saying that you're going to reverse someone's chronic health issues. I mean, you can actually if you feel that confident, and you got to be mindful of, you know, regulations and things like that. And I honestly probably don't recommend that. But what you can say is that all symptoms and disease have a root cause. And there are mechanisms in the body that need to be supported a certain way. And in this program, right? Here's the roadmap to helping you if you are someone who has been struggling with chronic infection for however long, right, or something like that, right.

So again, taking the modalities, taking the IP taking everything that you love, getting really clear on what that is, and then maybe even you have, you know, the first three month roadmap, and then the second three month roadmap, right? This is how then you get to integrate all of the things that are juicy, but in a really digestible and transformative way. Right? So, action by action growth, give them a roadmap, right? Make it flexible, keep it in your zone of genius and keep it in your scope of practice. You know, I have, I have some clients who they can't do lab testing, for example, like they can't order functional testing. And I honor your desire, if this is you, and you're like, Oh, I, you know, I wish I could do all of those things, or I have some of those things. And, you know, it's not about doing everything, but it's about doubling down on your zone of genius, because that's how people are going to get a transformation.

When I first started out, my first $10k month, I didn't even do testing, I didn't even do testing, I was focusing on the design of the body, I was focusing on supporting the body's mechanisms to detox properly, I had been trained in Houma, toxicology, and bioenergetic medicine, and I had studied it i i n, and so lifestyle stuff, and, you know, and, and all of that, and that's what people need. And there are other amazing tools and modalities that can really support this transformation. And they're great for compliance, like testing is awesome for compliance, because you can show someone at a lab and, and they can see like, oh shit, like maybe I really need to take a pause and this certain thing, or add this new thing into my world or right, it creates more proof, which is what the nervous system is always looking for.

There's a lot more that I can say about this. But this is what people are looking for. They need a roadmap, they need guidelines, they need a facilitator, and they need someone to teach them how to do most of this stuff themselves. Because the truth is, is that they can, but they've been taught that they cannot. So there's a huge unlearning process, huge unfolding. And that can be built into your signature process into your package. So that you can really package like a top tier professional, like someone who knows what they're doing, who understands a sustainable healing process. And then you can also have your down sell, you can also have your one off if you want, meaning you can have something that is just oh, you can buy these three sessions, and you get three sessions, nutrition and supplements support, and maybe a round of testing, right? Like that can be really helpful, too. Depending on how you do that. I've done programs like that, that have been immensely helpful, depending on what is the promise, what are we doing here.

And then in the end, you know, you can do a lot of stuff for free, and for really, really, really cheap. If you have a bang in a program, that is your main source of revenue. If you're someone like me, who doesn't necessarily want to have, you know, crazy high volume, but you want to have a good list of clients in a transformational package that are going through a process with you. And then kind of bringing in other streams of revenue, by trying session to session here and there if you want, and doing whatever you want for people or doing stuff for free as well, if that feels really good for you, that also yields returns.

So the last piece of this is going to be the pricing, I'm only going to say one thing about this. And then the rest of this is going to take some self inquiry, and maybe a little bit of research. But I want to invite you to price your services based on the value of the transformation, not what you think you are worth. Let me say that again, price your services based on the value of the transformation, not what you think you are worth. Your worth and your value are not tied to your business. Your worth and your value are not tied to your pricing. And they're not tied to your revenue goals.

If you were to charge your actual worth, no one could afford it. Because you know, your value and your worth is infinite. And it grows exponentially as you grow. So we're not pricing according to "what I think I'm worth." I feel like that sounds mean. But that's that's how I learned it is like price your worth and like, Okay, I hear that. And if we have worthiness issues, it does affect how we price our programs. The two work together, but they're not the same thing. And so when it comes to pricing, what is the transformation that your client is looking for? What is that worth to them? What are they currently spending to try and solve that problem? What have they been spending for the past several years, not only in in in products and services to try to, you know, quote unquote, fix themselves.

But also in in the time and the lack of quality of life, right? Like those you can't really quantify but you can you can tangibly quantify the handbags, the alcohol, the retreats, the all of the things which when we get into like the health and wellness side of things, those things can be really, really highly valuable, right? Like all the supplements, all the protocols, all the practitioners that they've seen all of the retreats they've gone on like, but what's happening is that they're doing all of these things in a really scattered unfocused way. And so they end up spending all this money and getting temporary gains, where they could actually, if they looked at the big picture, they could spend way less and go through a sustainable healing process with you.

So price your services based on the value of transformation, not on what you think you're worth, right, it's just not the same thing. And if I'll give you a actual tangible number, when I started health coaching, high ticket health coaching and creating these transformational packages and programs, this was in 2018. The standard then was $2,000. For a three month program, we're talking transformation, we're talking awesome inclusions, but $2,000 is pretty standard. Recently, I even heard in one of my masterminds that $1,000 a month for coaching, coaching alone. And this is other industries of coaching to like, this is like anywhere that's yielding transformation. This is not just health coaching. So just to give you some numbers to play with, and then asking yourself, how close are you to charging that? How far away from your charging that? Is that where you want to go?

Because that first year that I made $121,000 In my business, I think I had like 28 clients total. For the year. Okay, so it's like, this is the kind of thing that I recommend building a foundation on. Because then once you get to six figures, it doesn't stop, right, you keep supporting your business and your growth. But you have the money then to hire people to do things that you don't want to do. You have the money to pump into projects that are really exciting. And that also help your business growth and take less of your time, you can also start to change up your offers with more safety because you know, you have that high ticket baseline and that when people are going to work with you, they understand it's a transformational healing process that's going to cost way less than the the Louis Vuitton bags, or the luxury vacations or all of those other things that they end up pumping their energy into in order to get the feeling for just a small period of time, right where you can help them actualize that and then recreate that for the rest of their lives.

One of the things that I love teaching people how to do is to become the Doctor of them like 80% of the time, right. And then the other 20%, you go to a physician that you trust, you have a team that you trust, right?

This is a little longer than my usual podcast, but it was worth it. And I again, encourage you to go through these steps, which I'll summarize right now the three steps to packaging your services, like a top tier professional.

Number one, layout all of your modalities and tools, your IP and get your market research all laid out. What do people want? What do you want to do? What do you already have?

Number two, create an experiential roadmap for your client, right? So a la carte services are wonderful. And if you can create some sort of a roadmap, it will make sense to the right person as to like, wow, I probably actually need this, instead of these random shots at the wall, you know, to see if I feel better today, right to create your roadmap, right? Check out my website and look at my go to the Work With Me page and look at both of my offers, like look at them from the standpoint of like, How can I craft something like this? And then from the mastermind standpoint, I can teach you how to do this in a way that feels really juicy. I needed a lot of help with this. And it's okay if you need help. In fact, I would be shocked if you didn't need help. So this is a big part of what we do in the mastermind is how do I craft a package that I feel so no brainer YES, about in charging $1000s of dollars for and delivering this incredible experience that changes someone's life forever, right?

And then number three is pricing your services based on the value of the transformation now what you think you're worth, the value of the transformation is actually way more objective, then what you assign value to yourself, right? That's a whole other podcast episode. That's a whole other conversation. And we actually go into a lot of that as well in the mastermind because working on this relationship with your worth this relationship with how you see yourself this relationship with how you think others see you through a somatic lens through

The nervous system lens through a trauma lens is going to be something that you cannot avoid in entrepreneurial growth, we must be looking at how we value ourselves or don't. And how that fluctuates and changes and what we assign there. Like, what are the qualifiers there, I was taught my value at a very young age, I remember my mom really instilling in me like how valuable I am and how worthy I am and how I can have and do anything that I set my mind to, you know, and work hard, and all of these things, right. And she always really supported me, she still does.

And I have a lot of support from my partner, who just constantly is just my cheerleader, and my sister and my family. And it's just like, but then some, but not all of my friends. Right, I don't have a lot of friends that never really supported me, they don't get what I do, and they don't care to learn more. Right. And so if I, if I looked at that, and and associated my value with that response, I'd be charging very low for this incredible transformation, right? Like, I probably wouldn't be pricing my services, if I'm, if I'm putting the weight of my value, and what people think of me people who I would never go to for advice on work or business or anything like that, right. So that's why it's important for you to price your services based on value. I can't stress that enough.

The most important thing you can do when you're creating all of this stuff, is care about your client care about your client more than everyone else does, right, so that you can deliver the level of customer service and quality that you'd want your favorite loved one to experience if they were sick, or if they were struggling.

And the last thing I want to say to you here is that if you're a holistic practitioner, we still have a couple of weeks left. And some spots open in the prospers purpose mastermind. And so if you liked what you heard today, and you got excited, and you want someone to help you fast track this process, which is what all of your high ticket clients are looking for. They're all looking for ROI. And they're looking to fast track this process. And it's exactly what I offer in the business side of things. I want to see you I want to hear from you. And so reach out to me, get in the DM's go to the website, book a call, let's explore the possibility of you having the biggest launch of your life. And not only that setting your business up for exponential gains for the rest of your life. Like let's help you become a real business owner. I love you very much. I'm so happy that I got to share all of this with you today.

And our next episode is going to be just as fire. I'm teaching you the three step process to attracting two new clients in the next 30 days. So I want you to get started here. Get your offer together, know who it's for know what the transformation is. And then the next time we meet the three step process to attracting to new clients in the next 30 days. I can't friggin wait!!!

All right, peace out.

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Thank you again from the bottom of my heart for joining me for this episode of The Prosperous Practice Podcast. To catch all the magic that's being offered here. I want you to subscribe to the show. Or if you want a weekly dose of wisdom in your email inbox. As you evolve your wellness practice, sign up to receive my letters at rootyourradiance.com like all good things, this podcast creates space for a diverse range of voices to be heard. We share the mic and we work to lift these voices to create a higher standard of health care for the planet and for the future.

To increase the voice of our community please consider sharing this episode with a friend, a colleague, a loved one, or on your social media to keep this conversation going.

And thanks to those who make this Prosperous Practice Podcast so friggin special. Our wonderful music is by James Wilder and prospers practice is produced by Particulate Media. The ideas and inspiration come from beautiful humans like you that I truly feel so lucky to be in circuit with. Once again, I'm Laura Bautista take good care and be well.

Until next time, bye for now.

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Gosh, my stomach is growling. I hope you didn't I wonder if you heard that. Let me say that again.

That's funny. Okay.