Before beginning to answer the big question of how to design the big star serviceWe have to be very clear about what it is about. The star service is what you are recognized for, the service that brings you the most value of all the ones you have in your wallet. It is important that you keep in mind that it is the service that gives you the most benefits, which is not the same as income.
Now, so that you can design a great star service, the first thing you have to do is know your audience well and know what your skills are. To do this, think of your ideal client, create the customized service and make it your star service. Do you need a little help? Then use the following trick: make a list of your skills, that would be the first column. Now, make a second column in which you will have to put the audience that you could help.
You got it? Great, so remember that your star service is the one for which you need to establish a relationship of utmost trust with your client, so the ideal is that to scale your business you have other types of services: standard or express services. But now we will focus on the most valuable one, on how to create and design the great star service.
To create and make your service you have to take into account certain steps of a process:
The results.
We are not referring to the results that you are going to obtain as a business or as an entrepreneur, we are referring to what results you are going to give your clients. In order to get clients and for them to show confidence and perceive that you have the value, and that no one better than you and your team could do it, you have to provide a good estimate of results. Remember it has to be real!
What are we going to do?
It is of little use to tell your client that your star service is to create Facebook Ads campaigns and that thanks to you they will be able to sell more if you do not involve them in the process. With this we are not telling you to give your business the magic trick, but you have to be honest and clear with the people who place their trust in you: what will you do to achieve those results?
You can develop an organized plan, following the previous example, you could detail the days of the campaign, the investment, what copy you will use in each ad, etc. In short, what are you, as your business, going to do to achieve the results you have envisioned and promised?
Think what’s the extra
In your star service you have to add bonuses to fulfill the promised results. Now we will change the example, imagine that you are a professional photographer and your star service is to do wedding sessions. As a bonus you can include that you will provide them with the photos on a USB without editing in the first 24 hours, after that period you will deliver the photos in an album and with its corresponding edition.
How many couples wouldn’t want to see their photos the day after their wedding even if they were unedited? It is a fantastic bonus and it will make many clients decide for your star service and not for that of the competition.
The value is not the same as the price
We need you to be very clear that value is not the same as price. If you are a photographer you can have several services, you can do sessions for children, photography sessions for a professional field, even an express photo service for the renewal of your identity document or driver’s license. But you also have a star service: wedding photography session.
We are going to use two cases so that you can see that the value is not the same as the price. A professional photography session can be priced at $500, but the wedding service will cost $2,500.
The price of your service has to be based on a series of factors:
- Your experience and the good results you get with your services
- Kind of job. A photo of document renewal is not the same as a wedding report, the first is mechanical work, the second involves editing, creativity…
- Your differential value, what do you offer that the competition does not offer?
- Your time is not unlimited, if your schedule is impossible to cover, you will be more valued and you will work, therefore, in a more exclusive way.
Therefore, you have to make the client perceive the value of your star service, that is, let them know what they are going to get: having the best report from a qualified and experienced professional, the bonuses that we mentioned, the sentimental charge who has the job, etc. If you want to know more about the services that a photographer can sell, including the star service, you can check this post 😉
Do you want to know more about the star service? Then you can’t miss the podcast how to build a great star service with your methodology. Have you already selected your star service? We would love to read you in the comments.