Asking your prospect to choose 1 of 3 ways to work with you is still asking them to figure out what you do and why they should care.
While the conventional wisdom is to always offer your prospect 3 options in your proposal
Rather than clarify your offering, it can feel to your prospect
Or at best
Like you’re uncertain as to how to proceed
I’m actually not sure what you should do so I thought I’d let you figure it out.
Here’s the thing:
By the time you’re at this stage
There’s still more clarifying to do
What your engagement is going to look like
What they can expect
Multiply that by 3
And you’ve got a dazed and confused prospect
Who at this point
Is probably out of time
And may have lost motivation to take any action at all.
See if this helps:
Take a stab at 1 clear offering
That makes it unbelievably clear not just what your prospect will receive
But also how gosh darn easy it is to get started
Which is often
Even beyond price
Their biggest hurdle
Giving them 1 clear path
Also gives them the 1 thing they need more of:
Time to focus
Voice their objections
And clear up any confusion.
P.S. You can still collaborate on your one option – adding and subtracting features until you both find the engagement mutually beneficial.
P.P.S. Once you start working together, you’ll know your client even better and can feel even more confident when, where and how you should offer them their next option.