A question I get all the time about starting a professional organizing business is: “how do I price my services,” and “should I offer packages?” I know a lot of organizers offer service packages and I sometimes bundle sessions into multiple day packages for unpacking jobs and KonMari lessons.
However, I do not recommend that new professional organizers offer complicated packages, and here I’ll tell you why.
Today I’m sharing with you a very simple, easy to sell, pitch you can make to potential organizing clients without complicated proposals and hours working up estimates or trying to fit a prospect into a predefined package.
Once you have an established business and a roster of clients that keep you in steady work, offering packages can be a way to increase cash flow and stabilize your schedule. But if you are just starting to book your first paid clients, I don’t want you to have that pressure of selling thousands of dollars in services when you are just getting comfortable with organizing homes for a living.
Here is my super simple, easy to sell client process
- Step 1 – Start a conversation
- Step 2 – Book a paid consultation + create a plan
- Step 3 – Book your first project session
- Step 4 – Follow up + book additional sessions
- Step 5 – Move to maintenance status
Step 1 – Start a conversation
The first step is to start a conversation. For me, this is booking a free phone or video consultation. It’s so important to get your potential lead talking by asking them open-ended questions like: “what areas in your home cause you the most stress,” or “how could an organized home change your life?”
I’ve created a list of sample questions to ask in the client questionnaire in my Essential Forms course. You can enroll HERE. You are more likely to book your client if you can get them talking. When it is time to explain your process and give them pricing information, offer them a no-obligation planning session.
Step 2 Book a paid consultation + create a plan
During this session, you will essentially organize their home “on paper.” Meaning you will give them space planning and product recommendations, as well as ways to reduce clutter and create systems of organization. I let the client know they can either take this plan and organize their home on their own, or we can schedule sessions to work on an area together like the kitchen, closets, or home office.
Get my consultation questionnaire HERE, included in the Essential Forms for Professional Organizer’s Course.
I find that the paid consultation is of more value to the client if I create a written plan outlining all the steps and recommendations for decluttering and organizing their home. You can create this on paper or in a Google doc, but my favorite way is using Trello, a task management and project planning app. There is a free version, and both I and my client have access to the plan from any device.
Having an action plan allows them to do some work on their own and between sessions like: take donations to charities, list items to sell, review categories of things, or purchase storage containers.
Step 3 – Book your first project session
While you are consulting with your client on this first appointment, you are setting the stage for future work. You have spent time understanding your client’s challenges, budget, priorities, and getting to know their stuff and their space. You are now prepared to book a project session.
Step 4 – Follow up + book additional sessions
Since you have created an action plan for organizing the entire home, booking additional sessions is simply a matter of keeping in touch and making recommendations for the next logical project that you outlined in that first initial consultation.
Step 5 – Move to maintenance status
After you have completed a few sessions with your new client, they may move into what I call maintenance mode. You may book sessions with them that are a little less structured. Maybe you touch up some high-functioning spaces you have already organized like the kitchen, main bedroom closet, or home office.
You may do sessions that are part consultation and part product research. Or you may simply meet with your client and give them emotional support to sort more tedious items like paperwork, photos, and other keepsakes. I’ve worked many sessions with established clients where we just focus on time-management or teaching them to use a productivity app.
There are so many ways you can help your client organize their home and their life. And the best way to do this as a new organizer is to make that first connection and book your first appointment.
Looking for a mentor or coach to get your business started? Sign-up for my next 6-week Coaching Intensive Program.
Check out these additional free resources for aspiring home organizers –