Why You Should Package Your Services Into Three Offers
Psst! If you’ve ever resisted packaging your services because you thought it would limit your creativity, this episode is here to flip that thinking. Packaging isn’t about taking away your uniqueness. It’s about stepping fully into your expertise and helping clients make safe, empowered decisions.
In this episode of Money Secrets, Fi Johnston unpacks the objections many service providers have about packaging their work, and makes the case for why three simple offers can transform the way you do business.
From the fear that “every client and project is different” to the overwhelm of custom quoting, Fi shares why bespoke will send you broke, and how creating three clear service packages gives your clients confidence, clarity, and agency while making your business more sustainable.
Listen to Episode 38
What You’ll Learn in This Episode
Why positioning yourself as the expert means leading clients through a clear process, not waiting for them to decide what they need.
How to design three packages that meet client goals without losing the ability to customise.
The psychology of three options and why most people will choose the middle one.
How transparent pricing reduces client anxiety and helps you attract better leads.
Why packaging makes marketing easier, streamlines your systems, and helps you plan capacity.
How templates and processes built around your packages save time and reduce overwhelm (especially for neurodivergent business owners).
Why packaging your services isn’t just good for your clients, it’s also the smartest way to grow a sustainable business.
Transcript: Why You Should Package Your Services Into Three Offers
Money Secrets Podcast – Episode 38
Introduction
We've made a lot of progress as a society in many areas, but one thing that hasn’t changed enough is our relationship with money. If we want to tip the scales in favour of marginalised people, we need to understand the secrets to making money in small business.
The more we talk about money — especially the secrets that usually stay behind closed doors or on the golf course — the more empowered we become. My mission is to get more money into the hands of good people, specifically business owners like you.
Because I believe small business can change the world. And to do that, we need to be making more money.
Acknowledgement of Country
This episode was recorded on the lands of the Wurundjeri People of the Kulin Nation. I’d like to acknowledge them as the Traditional Owners and custodians of this land and water that I live, work and play on.
I pay my respects to Elders past and present, and recognise that sovereignty has never been ceded. This always was, and always will be, Aboriginal and Torres Strait Islander land.
Why You Should Package Your Services Into Three Offers
Has someone told you to package your services but you’re still not convinced? This post is for you, my friend. I’m Fi Johnston, host of the Money Secrets Podcast, a chartered accountant, money and business trainer, and someone obsessed with getting more money into the hands of good people.
Let’s dive into why packaging your services into three offers is such a powerful way to run your business.
The Biggest Objection: “Every Client Is Different”
The most common objection I hear from service providers—especially creatives—is:
“Every client I work with is different. There’s no way I could package what I do into three neat labels.”
Here’s the truth: while every client may be unique, your process and expertise are consistent. And that’s exactly why packaging works.
Step Into the Role of Expert
Your clients don’t know the best way to achieve their goals—you do. That’s why you should lead the process.
Instead of asking endless questions or creating a fresh custom quote every time, you can present structured options that reflect how you know best to deliver results.
For example, on a discovery call you could say:
“I want to hear your goals and challenges, then I’ll explain the different ways I can help. At the end, I’ll recommend which option is right for you.”
This builds trust, makes your client feel safe to invest, and positions you as the expert.
Why Three Packages Work Best
Three is the magic number when it comes to packaging. Here’s why:
Reduces anxiety – When clients don’t see prices or clear options, they feel uncertain (like walking into a shop with no price tags). Packages give them clarity.
The Goldilocks effect – With three choices, most clients choose the middle option, while a few will go for the premium or entry-level option.
Agency without overwhelm – One option feels like take-it-or-leave-it, two feels like a trap, but three gives clients just the right amount of choice.
Think of it like a restaurant menu: too many items is overwhelming, but a short curated list feels high-quality and easy to decide from.
The Downside of Bespoke Everything
I like to say:
“Bespoke will send you broke.”
When every single quote is custom, you:
Waste your time creating proposals
Confuse potential clients
Lose leads before they even contact you
Packaging eliminates that by making your offers clear upfront.
Good Money Club
Are you a female or LGBTQIA+ business owner who wants to make more money and create meaningful change? My 6-month program, Good Money Club, is designed to help you do exactly that.
We work on your pricing, positioning, business model, and mindset — so you can build your bank account and your impact. Read more about Good Money Club.
How Packages Help You
It’s not just about your clients—packages simplify your business too.
Streamlined marketing – With clear offers, it’s easier to promote what you do and who you help.
Capacity planning – You’ll know how much time each package requires, making it easier to manage workload and say no when you’re at capacity.
Systems and templates – Once you define your packages, you can create repeatable processes, email sequences, and templates that save time and energy.
This is especially powerful if you’re neurodivergent or easily overwhelmed by structure—packages give you a clear framework to build from.
Final Thoughts
Packaging your services into three offers is a win-win:
Clients feel clarity, confidence, and choice
You position yourself as the expert
Marketing becomes easier
Your workload is simpler to manage
So—are you convinced?
If you’ve already packaged your services, I’d love to hear how it’s going. And if you’re still not sure, maybe this is your sign to give it a try.
📩 Send me a DM on Instagram at money.secrets.podcast or reach out via the show notes—I’d love to hear your thoughts.
Outro
Thank you for listening to Money Secrets. If you loved this episode, please subscribe, share it with a friend, or leave a review. Your support helps us get these conversations into the hands of more good people who deserve to thrive in business.
We’ve come so far as a society in many ways, but money is one of the areas where progress hasn’t been enough. If we want to tip the scales in favour of marginalised people, it starts with understanding the secret: money in small business.
In this podcast, Money Secrets, host Fiona (Fi) Johnston—Chartered Accountant, small business advocate, and impact enthusiast—dives into the conversations we need to have about money. The secrets that once stayed behind closed doors (or on the golf course) are finally out in the open.
Fi’s mission? To get more money into the hands of good people, like you. She believes small businesses have the power to change the world, and the key to making a bigger impact is to make—and manage—more money.
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Thank you to everyone involved for bringing this podcast together. We are excited to hear from you with any questions, feedback or suggestions for future episodes that you might have. Send a Direct Message to @peach.business
If you are excited for what’s to come, please like this episode, follow the podcast and share it with your friends. We are thrilled you're here.
Want to find out more about Good Money Club? It's for female and non-binary business owners ready to make more money and impact. Join us?
Check out my FREE Pricing Training you need to set your prices for profitability.
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This podcast episode was recorded on the lands of the Wurundjeri People of the Kulin Nation and I'd like to acknowledge them as the Traditional Owners and custodians of this land and water that I live, work and play on. I'd like to pay respect to elders both past and present, and note that sovereignty has never been ceded. This always was and always will be Aboriginal and Torres Strait Islander land.
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