When a potential client approaches a professional service provider for a new project there is typically a time-consuming discovery process, multiple meetings, a proposal, and often re-inventing your professional services to fit the unique needs of each client.
By positioning your professional services as a product, you can offer it in a neatly packaged, pre-defined scope with a set price. Rather than reinventing your offer for every client, you simply need to attract enough ideal customers who see your offer as a no-brainer value proposition.
How you do that may be simpler than you think. First, identify your specialty, that can be replicated and repeated. The idea behind a product is that you want to be able to get paid for selling a “thing” and not selling your time. Also, you want to sell the “same” thing over and over if you are to achieve operational efficiencies and suitable profits.
Look around at what you do. Chances are, if you’ve been in business for a while, you have developed a process you follow closely for at least one or possibly two services. You may not even realize you have a distinct process until you set out to identify it – but odds are, you not only have a process, but you more than likely have a profitable offering. If that offering is in reasonable demand, you have the start of a “product.” Your product.

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