Start at the groundwork…

Did you have a crack at this challenge last week? Here it is again:

Your challenge for the week:

Publish ONE price on your website.

For something you’ve sold before.

Ideally something you’ve sold in the last month.

Summarise 2-3 benefits you delivered.

Guarantee something you would have guaranteed to your client who paid for it.

Use the price you invoiced them as a starting point.

Nervous?

Keep it in draft and email it to me – I’ll bet it’s real close.

A few people responded, no two were the same – as you’d expect.

Something that was common was that the next step wasn’t clear: How does one go from a custom proposal for a specific request from one client, to a productised service?

A good place to start is looking at any groundwork you did before you put a proposal together… did you:

• Create a sample design to demonstrate your style?
• Interview the client about the outcome they’re hoping for?
• Offer to source suppliers to help with services outside of your area?

A free sample » becomes » A paid concept.

An outcomes discussion » becomes » A product roadmap.

An offer to source suppliers » becomes » A project management engagement.

Good clients pay for quality services. If you offer them for free, they’re not going to offer to pay for them after the fact.

It’s on you to package them in a benefit-filled way.

Again, flick me your draft – I’m convinced anyone selling services has at least one offer they can productise 👍