3 practical tweaks to your packages to make 20% more revenue in 2027

* Transcript created by AI – may contain errors or omissions from original podcast audio

Hello service-based business owners. If you are wanting to make more money in 2027, and I’m guessing if you’re listening to this podcast you do, you are gonna love today’s episode because today I am sharing three practical tweaks that you can make to your client packages to make 20% more revenue next year.

These are really practical tips that you can implement into your business and bring more revenue coming in ASAP. So this episode is definitely worth a listen. All right, let’s dive on in.

Welcome to the Intentional Money Show, where we talk business growth, profitability, mindset, and building a wildly successful creative or digital business without sacrificing your life in the process. I’m Clare Wood, business profit coach, speaker, author, and unapologetic believer that you can build wealth and freedom doing work you genuinely love.

Each week on the podcast, we dive into the strategies and honest conversations that will help you scale sustainably, increase your profit, and build a business that actually feels good to run. Let’s grow your profit.

Before we dive on into the episode, I have a couple of announcements to make. So the first announcement is that The Intentional Money Show will now be dropping to fortnightly episodes. It takes a lot of time to write a good podcast episode and to produce it, and we have a lot going on in the Wood household, both professionally and also we are looking to renovate our house.

So I’m gonna be temporarily dropping back to fortnightly episodes, and hopefully next year I can increase back to weekly episodes again. But please still make sure that you tune in. So hopefully this is only a temporary change. I really do appreciate your support of The Intentional Money Show, and I would love to encourage you to continue to listen to the podcast, share it with your biz friends, and share it on your social media if there’s an episode that really resonates because it really helps to get the word out there and help more business owners be making more profit.

The second announcement that I have is a reminder about the 2027 planning workshops. So I’m running two of them. I’m running one on the 12th of November at the Gold Coast and one on the 18th of November in Brisbane. So these workshops are for you if you are scaling your business, potentially growing your team, and you really wanna be creating intentional growth in your business in 2027.

If this sounds like you and you wanna have a huge year next year, now is the time to be doing the planning, and that’s exactly what we’re gonna do in this day. Well, first of all, we’re gonna map out your goals. What exactly is it that you want the business to look like? How many days do you wanna be working?

Who do you wanna be working with? What kind of things do you wanna be selling? What feels a bit out of alignment at the moment? What do you wanna fix so that your business not only is making more money, but it feels great to be running? We’ll then break down a growth strategy. So we’ll be having a look at the components that you need to be putting into your business to create growth.

Do you need team? What kind of support do you need? What marketing do you need to be investing in? And then to close out the day, we’ll actually map out your month by month financial plan, so you know exactly what your sales targets are each month and the investments that you need to make to get there and how much profit that will be delivering you so that you feel really confident and empowered about your growth strategy.

So the link for that is in the show notes for the episode. Come join us. I’d love to spend the day hanging out with you and helping you get your ducks in a row for next year.

All right, so let’s talk about some ways for you to be growing your revenue by 20% next year. And specifically today what we’re gonna focus in on is some ways that you can be tweaking your packages with your clients to achieve this. So the first one, and this is a favorite of mine, is to add a VIP option.

What are some ways that you can add something to your customer experience and charge a more premium price for doing so? So first and foremost, what you need to do is really think about, like, what is my service? Next, think who are my ideal customers? And then we ask, how can we create something that makes your service more valuable, more convenient, faster, or less work for them?

Then you build a solution around that and create an offer where they pay a premium price for that. So what I wanna do is dive on in and get really practical with this so that you’ve actually got some ideas around what this could look like. So first thing, more valuable. So for me, when I think about something that makes an offer more valuable to me, for example, let’s just say that I was in a coaching mastermind and they had an offer to get access to one-to-one coaching, or maybe they had an offer where y- they say, “You know what?

You can actually work with my team. I’m gonna let you work with the head of my ops team and they will actually come on in and set up a funnel in your business or do … Like, actually support you to take one of the practical actions.” For me, as compared to being in a big group, if I then had that bespoke opportunity to get one-to-one time with my coach or one-to-one access to their operations manager, that is highly valuable to me.

See, that is absolutely a VIP upgrade that I would be willing to pay for.

Next, have a think about how you can make access to your product or service more convenient. So for me, at the moment, the way that our lives are set up, I’ve only got really limited hours. We do have a nanny who helps out, but I am doing the school run on a couple of afternoons a week I’ve got the kids at home with me.

So for me, I wanna spend my working hours working , which means that if there are other things that I need to do, I really want the option to be able to do it outside of working hours. Maybe you as a business owner feel the same, maybe you don’t. But like for me personally, if I was able to, for example, see my therapist outside of hours or go to the doctor’s on a weekend, that is something that I would happily pay a premium price for because it makes life more easy for me.

Another thing would be, uh, and again, I’m just in my own shoes here, but I want you to be thinking about your target audience, your dream clients, but I’m just thinking for myself right now. Another thing that would be highly convenient for me is come to our house. So we are renovating at the moment, and a lot of times, we might be talking to a building designer, for example, and they’ll say, “Come into our studio.”

And I’m thinking, “Oh my gosh, it would actually be just be so much easier if you could come to our house.” You know, I can have dinner cooking. When I say I would have dinner cooking, my husband would have dinner cooking. We can have the dinner getting ready, the kids can be playing in the yard here.

Try to take my kids into a studio, they’re just, you know, gonna be racing around and causing havoc. So for me personally, it would actually be a lot more convenient, again, something I’d pay premium price for, for people to come to our house and offer the service here. The next category to think about: faster.

How can you do something faster or deliver something faster to your clients? Let me share an example. I live here at the Gold Coast, we’ve got Dreamworld, Movie World, Sea World, all the worlds . And you can actually pay extra to basically jump the queues. You pay for this VIP pass, and it means that you don’t have to wait in the queues.

I think that is a fabulous idea. If I’m going all the way to a theme park, I don’t wanna waste my day standing in queues. So that’s an example of how people will pay money to have a faster experience. Another thing, again, going through the renovation journey at the moment, but something that we’re finding we’re spending a lot of time doing is waiting.

You know, you send something off to the structural engineer, and then two days later they come back with a quote, and then two days later they respond to you saying, “Let’s go ahead.” And then two weeks later you finally get the plans. At the moment we’re waiting on a certifier and I thought, oh my gosh, like, and again, that’s a couple of weeks.

I would happily pay a premium price if you could give me a 48-hour turnaround. If you’re someone that has this offer where you can do it really quickly, you stand out from the crowd. I actually saw something the other day. It’s a 20-minute gym. And when I first saw it, I had a bit of a laugh, but I thought about it and I thought, wow.

The way that they’ve structured their workouts is that you are doing whole body movements all the time. So basically it’s designed that rather than doing upper body and lower body, you’re doing everything all at once, and I imagine there’s a bit of cardio thrown in there as well, ’cause you’re doing so many things.

So that’s what this gym’s distinction is. It’s like we get your workout done in 20 minutes. That’s very appealing to busy people. The next category to think about is how can you make your solution be less work for your clients? So I’ll give you an example of what this might look like. I’ve worked with quite a few digital marketing agencies over my time in business, and one of the most painful parts of the process is going through and getting all of the logins.

And I joked to one of my clients who actually ran an agency, I said, “Do you know what? I would happily pay a premium price if someone would just come to my house click, get it all done for me, and then go and set the whole campaign up.” It’s less work for me. So the question to really think about right now is what is it that your client still has to figure out or do after buying your package?

What are some of the pain points when people are working with you? That friction can show you what would be something they might value as an upgrade.

So let’s talk practically about what this means. With a VIP offer, you don’t expect every customer to take it up. In fact, you don’t want them to. The whole idea of this is that it’s meant to be a premium offer. So here’s how it works. Basically, what you do is you then create a premium package or a premium upgrade or a VIP upgrade, and then you assume that not every customer is gonna take that.

So let me give you a practical example here. Let’s say at the moment that you have a product that you sell for $5,000. You currently have 10 customers paying you $5,000 per package. But then what you do is you create this premium package that’s actually $8,000. Now, not all of your clients are gonna take that upgrade.

Let’s just say that four of them take the premium upgrade and six stay with the original. So what that means is that your current revenue is 10 times 5,000, which is 50,000, but your new revenue is gonna be four times 8,000 plus the six times 5,000 to equal $62,000. So that means that you are actually making 24% revenue from the same number of clients.

And that’s, you know, obviously the assumption there is that you’ve got four buyers that are gonna choose the upgrade. But you can see how this can add an extra 20% revenue into your bottom line.

Option number two. Another way that you can get your revenue to increase by 20% is to put your prices up.

Now, I know that sounds really simplistic, but let’s look at the maths on it. So if at the moment… We’ll just use the same numbers. Let’s just say at the moment that your package is $5,000 and you increase the prices to seven and a half thousand dollars a month. You say, “If you wanna work with me from now on, it’s seven and a half grand a month.”

Even if two of your existing customers left, and you only had eight customers left, because some of them went, “That’s too expensive, I’m gonna leave,” you would then have eight customers paying you seven and a half thousand dollars, which equals $60,000, which means that you’ve made 20% higher sales with less customers.

And given that you’ve now got less customers, it might even cost you a bit less to deliver because you’ve got less admin costs and things like that. So your profit might even be higher than a 20% increase. Now, I know I’ve made this example really simplistic, and I also know there’s a lot of resistance to increasing prices, so let’s talk through it.

There are going to be some of your clients that will make a decision if you were to increase your prices to leave. Some clients, you could charge a lot more and they wouldn’t leave, particularly if you are adding the value back to them. For example, let’s just say you work with a marketing agency and for all of the work they are doing, they’re b- pretty much doubling your money.

You know, every $1 you invest with them, they deliver back $2, well, you’ll happily pay them a premium price. If they’re making direct sales, I’m sure you’ll be willing to pay a higher price. And here’s the thing about price. It’s not just about the price, it’s about the perceived value. Some people might think that business coaching is a waste of money.

They might think, “I would never pay someone $10,000 a month as a coach.” But let’s just say that your business was making $15,000 a month. You hired a coach, and then suddenly your revenue went to $60,000 a month. That investment feels a lot more worthwhile So have a think, how is the service that you deliver offering a value that commands the premium price?

Now I think we need to talk to the elephant in the room here because, yes, some services have a sales uplift attached to it, but maybe you don’t deliver a sales return on your service. So how can you still create the perception of value if there’s, you know, if, if it’s literally just an expense? I wanna talk about my friend Donna Gyler because she’s an interior stylist.

She works with multimillionaires every day designing and styling beautiful homes for them. Anyway, Donna just did a post today and that’s why I wanted to share this. She did a post about how she presents herself. Donna always dresses beautifully. She’s elegant, well-spoken, and she presents well. And this is one of the things, it’s a subtle little shift, but for her clients, some of her clients, that will be really important.

They will love the fact that she brings this air of elegance and professionalism into her work. And so that’s why she’s viewed as offering a premium offering. I mean, obviously she also does incredibly beautiful work as well, but this is part of the package. It’s part of the, the premium perception that she is delivering.

Another example, a nanny. So if you were a celebrity, you don’t just jump on Google and go and look for the cheapest local nanny. You’ll want someone who is known for having worked with high-profile names and also someone who is known for having discretion. I thought of this example because funnily enough, we actually used to have a nanny who used to have a celebrity client in the UK.

I was trying to get it out of her. I said, “Who was it?” And she said, “You will definitely know them.” But she couldn’t tell us because she’d signed an NDA. But anyway, the point I’m trying to make is that if you were a multilingual, well-qualified, well-presented nanny with experience working with celebrities, you’ll be able to command a much higher price than a regular babysitter.

So take a moment and have a bit of a think about this. How does this apply to you? Who are your dream clients? What do they value? And how can you position yourself as the premium option.

And option number three to add 20% more to your client packages is to increase how often your clients buy or perhaps how long they stay.

You’ve already done the work to attract the client in. They know you, they trust you, and hopefully they love what you do. So ask yourself, “What will my client need next, and how can we provide it?” There are a couple of different ways to approach this. So firstly, give them a reason to buy more often. Let’s just say that you’re a, a residential cleaner and you have 20 fortnightly customers who pay you $150 a clean.

Hopefully you’re charging more than that, but you get the example.

Okay, let me give you a practical example for this. Let’s just say that you’re a residential cleaner. You have 20 fortnightly clients who pay you $150 a clean. So let’s assume that that means 26 cleans a year. That’s $78,000 in annual revenue. But if you moved just four of those clients to weekly cleaning, that adds another 104 cleans a year.

At $150 each, that’s $15,600 extra revenue, which is a 20% increase. It’s the same 20 clients, but because you’ve offered it more frequently, which makes their lives easier, you’re making more money. Or the next thing that you do is you think of ways to extend the way that they work with you. So try and create ongoing revenue or recurring revenue, particularly if you do things like project work.

So let’s just say that you’re a copywriter and most of your revenue comes from website copy. So let’s say you do 20 websites a year, $5,000 each. That’s $10,000 in revenue. But once a website is finished, what then happens is you say, “Thanks,” you know, “Lovely to work with you,” and you say goodbye. But here’s the thing.

That client still needs to communicate with their customers. So as an idea, could you offer a monthly newsletter service? If four of those clients took it up, that’s an extra $24,000 in additional revenue, which is a 24% growth on your original 100,000. You haven’t had to go and try and find four new clients.

You’ve just offered four of your existing clients a useful next step. So the question is, like what is the ongoing problem that follows the problem that I’ve just solved? Another example, you know, ’cause I’m in reno mode at the moment, if you build swimming pools, people still need to clean and maintain their pools.

Have you installed beautiful stone bench tops? Your customers need to care for them. Could you offer a stone care kit or an annual professional clean? There might be another offer sitting right there under what you already sell

And the final way that you could grow your revenue in this space is to encourage clients to stay longer because there might be an ongoing need there. So again, let’s pick an example of you’re a consultant. You charge $2,000 a month. You work with 10 clients a year, and each stays for five months. That works out to be $100,000 in revenue.

Now, if those same clients were to stay for six months instead of five months, that amount becomes $120,000, which is a 20% increase. That’s just one additional month per client. I know for me, in my coaching business, I used to offer three-month contracts ’cause I thought, “I wanna make it easy. I want people just to say yes.”

But what would happen is it would get to the end of the contract and then they need to have another conversation, “Hi, we’re at the end of our contract. Would you like to re-sign with me again?” So what I did, I made my contracts rolling. I actually made it so that we get to the end of the term and we just roll month to month, so I don’t need to keep having these ongoing conversations.

But obviously you don’t wanna just change the contract because that’s not really about creating lasting change in your revenue. The real opportunity is to give clients a need to keep working with you. So I’d love to encourage you today, let’s objectively look at your business. How can you get your clients to buy more often?

How can you help them with what comes next? Can you deliver a longer engagement term? Can you make it six months instead of three months? There’s lots of different ways that we can bundle it up so that you’re making 20% more revenue next year. And whatever option that looks like, your opportunities need a runway.

You don’t just decide tomorrow I’m putting my prices up and it’s that easy. You know, you need to go through a bit of a process around communication and implementation and all of those things, changing your contracts. So this is why opportunities need a runway. The start date matters.

So if making more revenue next year matters to you, now is the time to get your 2027 planning underway. And again, if you live in or near the Gold Coast and Brisbane, I’d love to encourage you to come along to the 2027 planning workshops. ‘Cause in one day it’s all done for you. You can leave with the confidence that you’ve got your plan in place, and all you need to do is go and implement it.

If you wanna find out more about the planning workshops, the link is in the show notes. I’d love to spend a day helping you map out your most profitable year yet in 2027. So to wrap up today’s episode of the podcast, let’s get intentional about your growth for next year. And a friendly reminder that the podcast will now be going to fortnightly episodes, but please still make sure that you tune on in.

I am so excited to continue to release episodes of The Intentional Money Show and help you to be more intentional with your money. Fabulous. I’ll chat to you again in two weeks.

Thank you so much for tuning in to today’s episode of the Intentional Money Show. If you’re ready for more profit, come find me on Instagram at clare_wood_coach. Thanks so much for tuning into the podcast, and I’ll chat to you again next week

* Transcript created by AI – may contain errors or omissions from original podcast audio