Are You A Service Business Struggling To Close Deals?

Chase Fairchild • November 22, 2024

It's time to rethink your approach.

Many service businesses excel in their areas of expertise—whether managing marketing strategy, handling financials, or providing specialized consulting. But when it comes to closing deals, there's a disconnect. Why? Clients don't buy your process. They buy results and value you bring them.

Many businesses make the mistake of focusing too much on their expertise, making it harder for clients to say "yes." What if, instead, we shifted our mindset to focus on solving client problems creatively, anticipating needs before they even arise? That's where the magic happens.

Enter productization.

Productization transforms complex services into easy-to-buy packages, just like physical products. At Bolt Marketing, we've seen firsthand how this approach can streamline the sales process, turning expertise into structured offerings that are easy for clients to understand and purchase. This practice has added thousands in monthly revenue for our clients.

Benefits of Productization:
• Simplifies the sales process
• Improves close rates
• Helps leads qualify themselves
• Enables upselling and down selling
• Leaves room for custom quotes
• Frees up time and bandwidth to focus on results

Package Structure Wireframe Example:
• Small: Basic access to expertise on a monthly or quarterly basis
• Medium: Expertise + core services
• Large: Premium access with expanded services
• Custom: Tailored for larger clients with specific needs
• A la carte: Add-ons that enhance core offerings

Once your services are packaged, the next step is to fine-tune them to match specific client pain points. This could mean developing packages for a specific industry or experimenting with new offerings. The goal is for your client to say, "Wow! This feels like it was made just for me."

While productizing services takes time, the payoff is worth it. You'll expedite your sales process, gain deeper clarity on client needs, and make it easier to train your team. Your offerings will always evolve, but by demystifying your service delivery, you'll create a clear path for clients to solve their problems—and for you to close more deals.

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