The Premium Positioning Playbook
Transform Your Service Business from Overwhelmed to Outstanding
Introduction
You've built a successful business through dedication and expertise. But success shouldn't mean endless hustle and constant stress. This playbook will guide you through transforming your business into a premium brand that attracts high-value clients who respect your worth.
Section 1: Mindset Reset
Understanding Your True Value
🔍 Value Assessment Checklist
[ ] List all successful client outcomes from the past year
[ ] Calculate the actual financial impact of your services for clients
[ ] Document positive testimonials and feedback
[ ] Identify unique methodologies you've developed
[ ] Write down industry expertise and years of experience
[ ] Note specialized training and certifications
[ ] List problems you've solved that others couldn't
✨ Implementation Steps
Create a "wins" document where you track all client successes
Calculate your average client ROI
Write your expertise story focusing on unique solutions
Identify your top three differentiators
Section 2: Premium Service Design
Crafting Your High-Value Offering
📋 Service Evolution Checklist
[ ] Analyze your most profitable current services
[ ] Identify components that deliver the highest value
[ ] List additional services clients frequently request
[ ] Document your unique delivery process
[ ] Research competitor offerings and pricing
[ ] Define premium service packages
[ ] Create valuable add-ons and bonuses
🎯 Action Steps
Design three-tiered service structure
Document comprehensive delivery process
Create service comparison chart
Develop premium package names and descriptions
Set pricing strategy for each tier
Section 3: Client Selection Framework
Attracting and Qualifying Premium Clients
✅ Ideal Client Profile Checklist
[ ] List characteristics of your best current clients
[ ] Document red flags from past difficult clients
[ ] Define minimum budget requirements
[ ] Outline ideal client business size/type
[ ] Identify preferred client communication style
[ ] List required client commitments/resources
[ ] Define your "perfect fit" criteria
📝 Qualification Process
Create pre-qualification questionnaire
Develop discovery call script
Design proposal template
Establish follow-up sequence
Section 4: Authority Positioning
Establishing Your Expert Status
📢 Authority Building Checklist
[ ] Define your signature methodology
[ ] List your core teaching points
[ ] Identify speaking opportunities
[ ] Plan content calendar
[ ] Design case study format
[ ] Choose social media platforms
[ ] Plan collaboration opportunities
🎥 Content Creation Framework
Develop 3 core teaching topics
Create content batch schedule
Design content templates
Plan engagement strategy
Section 5: Premium Client Experience
Delivering Exceptional Value
🌟 Client Journey Checklist
[ ] Design onboarding process
[ ] Create welcome package
[ ] Plan regular check-in schedule
[ ] Develop progress reporting template
[ ] Design client celebration moments
[ ] Create referral request system
[ ] Plan client offboarding process
📈 Implementation Timeline Week 1-2: Set up systems and templates Week 3-4: Test with current clients Week 5-6: Refine based on feedback Week 7-8: Full implementation
Section 6: Pricing Strategy
Commanding Premium Rates
💰 Pricing Framework Checklist
[ ] Calculate current hourly equivalent rate
[ ] Research industry premium pricing
[ ] Define value-based pricing metrics
[ ] Set minimum engagement fee
[ ] Design payment terms and options
[ ] Create premium package pricing
[ ] Develop upsell opportunities
📊 Price Transition Plan
Announce price increase to current clients
Create grandfather pricing strategy
Set new client pricing structure
Develop price increase communication
Section 7: Implementation Plan
Your 90-Day Transformation Timeline
📅 Week-by-Week Action Plan
Month 1: Foundation
Week 1: Complete Value Assessment
Week 2: Design Premium Services
Week 3: Create Client Profile
Week 4: Develop Authority Plan
Month 2: Systems
Week 5: Set Up Client Experience
Week 6: Create Content Templates
Week 7: Develop Sales Process
Week 8: Implement Pricing Strategy
Month 3: Launch
Week 9: Test New Systems
Week 10: Gather Feedback
Week 11: Refine Processes
Week 12: Full Implementation
🎉 Success Metrics Checklist
[ ] Track average client value
[ ] Measure conversion rates
[ ] Monitor client satisfaction
[ ] Calculate revenue growth
[ ] Record time savings
[ ] Note referral increases
[ ] Document stress reduction
Bonus: Quick Start Guide
First Week Action Items
Day 1: Value Audit
[ ] List top 5 client successes
[ ] Calculate current average client value
[ ] Write down unique strengths
Day 2: Service Design
[ ] Outline premium package
[ ] List included deliverables
[ ] Set initial pricing structure
Day 3: Client Profile
[ ] Define ideal client characteristics
[ ] Create qualification questions
[ ] Write discovery call script
Day 4: Authority Building
[ ] Choose primary content platform
[ ] List 10 potential topics
[ ] Create content template
Day 5: Implementation
[ ] Set up tracking system
[ ] Create action timeline
[ ] Schedule weekly review time
Premium Positioning Implementation Manual
Detailed Instructions for Checklist Completion
Section 1: Value Assessment Instructions
List all successful client outcomes from the past year
Open your project management system or client files
For each client, document:
Initial problem or goal
Solutions implemented
Specific results achieved (use numbers where possible)
Timeframe to achieve results
Create a spreadsheet with columns for:
Client name
Industry
Project scope
Outcomes achieved
Timeline
Calculate the actual financial impact of your services
For each client success story:
Note their baseline metrics before working with you
Document their metrics after implementation
Calculate the difference
Quantify the impact in terms of:
Revenue increase
Cost savings
Time saved (converted to dollar value)
Other relevant metrics (market share, customer satisfaction, etc.)
Create an ROI formula specific to your service:
(Value Delivered - Investment) / Investment × 100
Document positive testimonials and feedback
Review all communication channels:
Email correspondence
Social media mentions
Review platforms
Client surveys
Organize testimonials by:
Type of service
Industry
Problem solved
Outcome achieved
Create a testimonial library:
Full testimonial text
Client name and position
Date received
Permission status for usage
Identify unique methodologies you've developed
List all your service delivery processes
For each process, document:
Steps involved
Unique approaches
Special tools or frameworks used
Client touchpoints
Compare with industry standards to identify:
What you do differently
Why your approach is better
Specific advantages of your method
Write down industry expertise and years of experience
Create a career timeline including:
Formal education
Professional positions
Key projects
Industry transitions
For each entry, note:
Skills developed
Problems solved
Leadership roles
Notable achievements
Section 2: Premium Service Design Instructions
Analyze your most profitable current services
Review all services from the past year:
List each service type
Calculate revenue per service
Track time spent delivering each service
Note resource requirements
Create a profitability analysis:
Revenue per service
Costs (time, resources, team)
Profit margin
Client satisfaction scores
Identify components that deliver the highest value
For each service component:
Note client feedback
Track implementation success rates
Document measurable results
Record client enthusiasm
Analyze value markers:
Speed of results
Magnitude of impact
Client appreciation
Ease of delivery
Design three-tiered service structure
For each tier, define:
Core deliverables
Support level
Timeline
Access to you
Additional features
Create clear differentiation:
Entry level (Good)
Mid-tier (Better)
Premium (Best)
Section 3: Client Selection Framework Instructions
List characteristics of your best current clients
Review your top 5 clients and note:
Industry/business type
Company size
Decision-making process
Communication style
Budget range
Implementation speed
Look for patterns in:
How they found you
Why they chose you
How they implement
Results achieved
Document red flags from past difficult clients
Review challenging client relationships:
Initial warning signs
Communication issues
Payment problems
Implementation struggles
Create a red flag checklist:
Budget resistance
Unrealistic expectations
Poor communication
Lack of commitment
Section 4: Authority Positioning Instructions
Define your signature methodology
Document your process:
Key principles
Step-by-step approach
Unique elements
Expected outcomes
Create a visual representation:
Process flow
Framework diagram
Implementation timeline
Results roadmap
List your core teaching points
For each main service area:
Key concepts
Common misconceptions
Critical insights
Client transformation points
Organize content into:
Beginner concepts
Intermediate insights
Advanced strategies
Section 5: Premium Client Experience Instructions
Design onboarding process
Create welcome sequence:
Welcome email template
Intake questionnaire
Resource access
First call agenda
Develop onboarding materials:
Welcome packet
Process overview
Timeline
Expectations document
Create progress reporting template
Design report structure:
Key metrics
Milestones achieved
Next steps
Resource utilization
Set reporting schedule:
Weekly updates
Monthly reviews
Quarterly assessments
Annual planning
Section 6: Pricing Strategy Instructions
Calculate current hourly equivalent rate
For each service:
Total revenue earned
Hours spent (direct and indirect)
Resource costs
Overhead allocation
Create pricing analysis:
Current effective rate
Industry average
Premium market rate
Target rate
Design payment terms and options
Define payment structures:
Deposit requirements
Payment schedules
Package pricing
Payment methods
Create payment policies:
Late payment terms
Refund policy
Cancellation terms
Change orders
Implementation Success Tips
Work through one section at a time
Set aside dedicated time for completion
Document everything as you go
Review and refine regularly
Get feedback from trusted colleagues
Test new systems with existing clients
Adjust based on real-world implementation
Remember: This is a living document. Review and update it quarterly as your business evolves and you gain new insights into what works best for your premium positioning.