88. How to use the sales process to create your productized services
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I'm a big fan of productized services.
They let you design your business in a way that lets you create predictable outcomes, scalable earnings, and managed effort.
But I don't create these services in a vacuum. And they're never completely "done"—I'm always updating them along the way.
These services are always born during the sales process.
Specifically, it goes something like this:
I'm a big fan of productized services.
They let you design your business in a way that lets you create predictable outcomes, scalable earnings, and managed effort.
But I don't create these services in a vacuum. And they're never completely "done"—I'm always updating them along the way.
These services are always born during the sales process.
Specifically, it goes something like this:
- I speak with potential clients in a call and ask them about their goals, challenges, and desired outcomes.
- I put together a draft list of objectives using as much of their own language as possible.
- Once they confirm the list is complete and accurate, I then put together a few options to help them get to that outcome.
- I'll then schedule another call to walk through the options. I don't like sending proposals without a discussion—especially for a new service. The feedback you get is essential to informing whether you hit the mark or not.
- I make any necessary revisions and then once I'm able to sell the service, I know I have a first version.
- From there, I usually try to sell it again to the next prospect via 1:1 calls. I go through the same process, dig deeper into things, and see if any of the differences are important.
- Once I sold a couple, the productized service is officially validated. I publish it and begin promoting it.
- But then when the next prospect comes around, I begin the process all over again from scratch, watching carefully what they say, need, and why it all matters. I refine the service and now it's even more polished.
By the time I've sold a few, the productized service should feel like I am reading my prospect's minds.
They usually include a list of pains or scenarios they face and describe the benefits and why they matter to counter-act those pains.
The scope is something that involves only the things I do best and only the things I can do which will deliver the most value.
Give this a listen and let me know what you do to create your productized services.
—k
