3.1 A package that ends

Six sessions, sold in March. The fourth one booked in August. Nobody planned that. Nobody stopped it either.

A package without an end date isn’t a commitment. It’s an IOU you’re still honoring next spring. So a good package has three parts: a number of sessions, a price, and a window to use them in.

Start with the number. Look at the clients who got somewhere. How many sessions did they need? Round to that.

Then the price. Start from one session, multiply by the number, and take a little off for buying ahead. At $180 a session, six one at a time is $1,080. Ten percent off, rounded to a price a page can show, is $970. That’s $161.67 a session.

A tenth is enough to make the package the obvious choice for anybody coming back. Go much deeper, and you’re telling people your single price was padded.

Then the window. Six sessions, every other week, take twelve weeks. Add a quarter again for holidays and illness, and you have about 4 months.

Put the window beside the price, and in the agreement. Then decide, before you sell it, what happens to sessions nobody uses. Refund them, extend once, or let them lapse. Most practices remind the client before the date and give them longer when they ask. A client who loses three paid sessions to a deadline doesn’t come back.

Last thing. Take payment when it’s bought. Paying up front is what turns a package into a commitment, on both sides.