Podcast Episode 13: How to package up and sell HR to make more money

I'm going to start this programme with a loving WAKE UP CALL.

You aren't making as much money as you could be.

You're probably stuck selling your time.

You're probably massively undercharging and overdelivering.

You're spending most of your time doing work that's below your pay grade and experience level.

You're blended rate is massively reduced as a result.

And you've trapped yourself inside of your consultancy delivering client work

This isn't what you wanted for yourself when you first started out.

You started your consultancy because you wanted freedom.

Freedom to do HR in the right way and actually make a difference.

Freedom to work in the WAY you want to.

And Freedom to life live exactly HOW you want to.

But instead of creating a consultancy that provides you with personal and financial freedom.

You've maybe created a prison of your own design

And you have trapped yourself inside delivering client work.

This is down to how you've packaged up your services.

How you package up and sell HR is THE MOST important thing you need to think about as a consultancy owner.

Because the way you charge for your services determines your:

The way you package up and sell your services IS YOUR BUSINESS.

BUT, we have a problem…

HR is actually really difficult to package up.

And there's 3 reasons why.

Problem 1

HR is really complex

It is THE MOST difficult professional service to package up because there are so many different levels of service that you provide.

Problem 2

Creating great packages is really hard.

And there's so much theory to know.

Revenue models. 3 tier pricing. Buyer phycology. Contracts.

It really is it's own specialist skill set that you need to master on top of everything else you're doing.

Problem 3

Sales.

Most of you hate the thought of "selling".

Business owners don't understand HR.

They don't value HR.

And you find selling an uphill struggle.

And because of all of this.

You find it easier to just sell your time.

But this is isn't scalable.

You aren't making as much money as you should be.

And you've trapped yourself inside of your consultancy.

It's time to change that.

It's time to transform the way you sell HR.

It's time to make more money.

And it's time to FREE yourself from your consultancy.

And using all of experience...

I've created the new BEST PRACTICE STANDARD for how HR consultants should package up and sell HR to make more money.

And In this video programme, I'm going to show you exactly how to do it.

I'm going to help you move away from just selling your time.

I'm going to help you package your services up in the right way.

I'm going to help you make lots of recurring revenue.

I'm going to help you get paid what you deserve.

I'm going to make it easier for you to market your consultancy and get new clients.

And finally, I'm going to show you how you can FREE yourself from client delivery.

So that you can spend more time doing the things you LOVE

And creating a life that you LOVE.

I've worked on this video programme all YEAR.

And most importantly...

Everything in this video programme has been created by, field-tested by and APPROVED by successful HR consultants.

I can look you in the eye and this video programme WORKS.

My clients are getting FAST results.

They're making more money.

They're getting new clients.

And they're excited.

This is exciting!

And I can't wait to help you achieve the same success.

So, how am I going to help you to transform the way you package up and sell HR?

Well let's first look at where you're going wrong first.

Most consultants I know say that they can help with anything.

That they work in a completely bespoke way.

They go into a business and just try to sell this big chunk of HR.

And try to sell as many hours as they can.

This, for me, is a big sales killer.

Business owners don't understand what they're buying.

They don't understand what they actually need.

It's hard to sell.

It's hard to deliver.

And for me, it's just completely the wrong approach.

So what should you do instead?

Within this video programme, I'm going to guide you through these 4 steps.

Step 1: Organise the different levels of service you provide

Before you can package up HR, you need to find a way to organise the different levels of service that you provide.

And that's why I created a brand new framework called the HR Service Pyramid.

I LOVE this framework.

You can use it in lots of different ways.

And it will honestly transform the way you think about delivering HR from now on.

So this is what the HR service pyramid looks like.

And you need to think about your services through the eyes of a business owner.

At the bottom you have admin, so this is HR Software and payroll.

You then have advisory, which is the day to day advice business owners need.

You then have management, which is the day to day operational stuff.

You then have director, which is the strategic stuff.

And then you have your specialist services at the top.

Step 2: Package each level of the HR Service Pyramid up using the right pricing model

There are 4 pricing models available to you.

Passive, subscription, time based and one off.

And your goal is to use all 4 revenue types to create a balanced business model.

You're missing passive and subscription based revenue.

And this type of recurring revenue is KING.

Its the most important revenue type you can create for yourself as it provides you with scalable, saleable and stress-free growth.

And that's why in this video programme, we're going to focus on packaging up HR admin and HR advisory to create your Peace of Mind Subscription based package.

Step 3: Flip the HR Service Pyramid and this becomes your funnel

So instead of going into a business and trying to jump straight into selling this big chunk of management, director or specialist work.

I want you to flip the pyramid and think of it as your funnel.

Start off by selling initial services like HR software.

It's easy to market.

Easy to sell.

It's easy to buy.

And this will help you get your foot in the door.

Step 4: Value stack your services

Instead of selling this big chunk of HR.

I want you to think about value stacking the different levels of the HR service pyramid on top of each other.

Start of by selling your HR Admin package.

Then upsell your HR Advisory package.

Wrap them both up as your Peace of Mind subscription based package.

Then sell a 1 time HR Audit.

And this is your gateway

and theirs

to customised support on a time and project basis

at management, director and specialist level.

So let me summarise those 4 steps again.

Step 1: Use the HR Service Pyramid to organise the different levels of services that you provide.

Step 2: Package admin and advisory into your awesome subscription based peace of mind package.

Step 3: Flip the pyramid and it becomes your funnel

Step 4: Value stack your services on top of each other

These are the steps you should take to package up and sell your services.

And throughout this video programme, I'm going to show you how you can do it.

First I'm going to TRAIN you on the HR Service Pyramid.

I'm going to give you a list of every HR service organised via the different levels of the HR service pyramid.

I'm going to show you all of the different ways you can use the HR Service Pyramid to grow your consultancy.

And you're going to get your very own action sheet so that you can organise the services you provide in the same way.

Next, I'm going to help you package up the admin and advisory level of the HR Service Pyramid into an AWESOME Peace of Mind subscription based package.

I'm going to tell you everything you need to know to create great packages.

I'm going to tell you everything you need to know to manage your packages.

Like your terms and conditions, contracts, payments and invoices.

I'm going to tell you everything you need to manage client's expectation so they know what's in and out of your packages.

And most importantly I'm going to give you templated packages that you can use to save you HOURS of thinking time.

And FINALLY, I'm going to help you SELL your new packages to new and existing clients.

And to do this, we've created THE BEST templated promotional deck for you.

Which you can use in lots of different ways.

You can use it to guide your discovery calls.

You can use it to send proposals.

And you can use it to improve every aspect of your marketing and sales.

It covers every thing a business owner needs to know to make the decision to work with you and get signed up.

This is honestly one of the best sales tools I could ever give you.