One of the biggest challenges in selling professional services is that what you are offering is intangible. Learn how to turn your services into a product that will gain the trust of your prospective clients.
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Packaging some of our services and turning them into a product(s) has made them easier to sell. We do take a little bit of a hit, compared to our hourly rates, but we’ve made up for it in the amount of business we’re doing. We’ve found that the key is to clearly define the scope of services, so that when clients call and want to know if we can “add” this or “could we also do…”, we don’t wind up doing twice the amount of work. We always toss in a few value-added freebies for our clients and having the clearly-defined scope gives us the option of choosing which ones to toss in. When clients do ask to add something that we just can’t include in the clearly-defined scope, we quote them a regular price then offer them a slightly discounted price on the additional service. Or, we’ll quote them the regular price and toss in a freebie of our choosing that we think will benefit them.