Summer Series: Meeting Clients Where They Are

We’re back with a little help from our former selves to recap and revisit another popular episode from the past! 

Episode 007 (not to be confused with Bond, James Bond) aired almost two and a half years ago. In Covid years that must be something like a decade, right? This episode was so important to us, and to all of you, because we talked all about meeting your clients where they’re at and the steps to take to ensure equal presence and opportunity amongst your client base. We want to recap and also feature some new, exclusive content for you all to expand on these super important ideas. 

Once upon a time, in Episode 007, we began a conversation about meeting clients where they are by discussing the levels and tiers of Disney hotel rooms. 

Disney has over 30,000 hotel rooms ranging across 27 different resorts (and that doesn’t even count the off-park hotels and rooms!) The resorts are split between three important categories: 

• Value resorts make up about 30-40% of the overall rooms in Disney. They’re great for families on a budget who still want that magical Disney experience. 
  
• Moderate resorts are slightly bigger, slightly more expensive, and include some extras that value resort rooms don’t have (private bathrooms, less walking from the park shuttles for the end of those long days when you’re dogs are barking real loud). 
• Deluxe resorts are the quintessential Disney hotel experiences, including fan favorites like the hallmark Polynesian, Grand Floridian, and Disney vacation club. They make up about 20-25% of the overall rooms in Disney and are the top-of-the-line, bucket-list type experience. 

Disney’s hotel room level system aims to get all guests where they are so that everyone can enjoy Disney magic no matter what the circumstances may be. So what does this breakdown mean for your business? 

Breaking down the ascension model

This is called an ascension model, which works like a ladder of different valued opportunities for your clients! Your ideal client is someone who WANTS to work with you, and if that person can’t afford certain services it’s important to meet them where they’re at using this model. 

Here’s the gist: 

Create a ladder of different value offerings that can grow WITH your client. As they advance their business, opportunities to work with you further also advance and become available to them. 

This episode also discussed how you can reward loyalty for your client base. At Disney, they use the Disney Vacation Club (which we are both proud members of!) Maybe you are trying to sell someone into a deluxe model of your business offerings, add in something extra or a special value that you’ve already built into the pricing on the backend. This will give the appearance of a loyalist reward that won’t break your bank. 💰

Such great information, right?! But we have even more in this updated episode, here are some ways we’ve been reflecting and creating ideas on this subject over the last 2.5 years: 

1. We still very much believe in the ascension model, and even see it working for clients as recent as a MONTH ago. That said, we want to remind you that there’s a lot of strategy that goes into an ascension model – ask yourself what step does your client need before this product, and what step do they need before they’re ready for this product: this is how you can create a model.
2. Yasmine shared her personal experience with this model that she uses in her product-based business as owner of Lunar Drift Apothecary. She talked about ways that she ensures having products that serve everyone at any point in their crystal journey. Most importantly, she recommends a range in pricing for your products, much like the range of prices that you can find Disney ears in at the parks!