How to structure your offer when you sell a service (without selling yourself)

When you start as a freelancer or freelancer, the first question is not always “how much do I charge”... but “how do I structure my offer”.
Without a clear and coherent offer, it is difficult to attract the right customers, to defend your prices and to ensure a professional positioning.

Here are the best practices for structuring a solid service offer, which reassures, attracts and values your expertise.

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1. Define a clear problem to be solved

Good service meets a concrete problem.
Start by identifying what your potential customers are looking for:

• Save time?
• To be better referenced?
• Delegating a complex task?
• Boost their sales?
• Securing a process?

-> Your offer must Talk about results, not only deliverable.

2. Creating a clear framework: what's included (and what's not)

To avoid misunderstandings or “free” mission extensions, structure your offer like a package or a pack :

• Exactly what the customer gets
• The duration or terms of service
• The number of deliverables or hours included
• Additional limitations or options

💡 A well-structured offer protects you as much as it reassures the customer.

3. Propose different levels of offer (or levels)

Not everyone has the same needs or the same budget.
Consider proposing 2 to 3 versions of your service, for example:

• “Essential” offer : the base to start
• “Standard” offer : the balance between value and price
• “Premium” offer : comprehensive support/turnkey

This allows the customer to be positioned more easily, while increasing your chances of conversion.

4. Focus on clarity and readability

Avoid jargon, overly technical descriptions, or long lists.

A good offer description includes:

• One Impactful title (profit oriented)
• One catchphrase
• One short list of key points
• One clear price (or a fork if tailor-made)

Tip: use the format “Problem → Solution → Expected Result.”

5. Don't forget positioning (and value perception)

The price of a service does not only depend on what you deliver, but also:

• of your expertise,
• ofthe You save time,
• ofthe value generated for the customer.

If your offer is vague, poorly framed or too technical, it may be perceived as “fulfilling” and you will be tempted to lower your prices.

6. Know how to say no (and adjust along the way)

Structuring your offer also means knowing refuse requests outside the framework, or offer an additional quote.

This is what allows you to:

• protect your time,
• maintain your profitability,
• build a healthy relationship with your customers.
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In summary

Structuring your offer means laying the foundations of a viable business, by valuing your work without selling off your value.
A clear offer attracts the right customers, limits friction and allows you to move more easily towards a profitable and sustainable business.

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