(This article is part of the MicroConf 2015 Recap. Want to explore more talks from the event? Go back to the Recap Hub)
Main Concept
How to grow a Productized Consulting offering
Talk Recap
Background
- Consulting / freelancing since ’09
- Had mouths to feed โ rollercoaster of freelancing โ no money coming next month
Recurring Revenue Is Key
- AppAfterCare.com
- High-touch concierge app maintenance for businesses with an App already in the AppStore
- $120k YRR
Key Points for Productized Consulting
- Sell to businesses
- Charge more
- Make customersย more money โ are you creating issues for them or solving problems for them?
- Save them time / hassle
- Sell to an industry that you know โ If you don’t understand the market / don’t speak the lingo, don’t sell to them.
- Don’t make it about your time โ Don’t sell X units of your time (it’s a great start), but sell a ‘thing’ that solves a business problem, not something that’s tied to time
- Pursue Partnerships & Referrals
- Pick a service where leads have a ‘web visible service’
Major Benefits of Productized Consulting
- Sell like a SaaS / conventional product
- Identify prospects to contact based on things they put on theย Internet
- You can make an automated, scalable, and profitable sales process
Prospecting for AppAfterCare
- Identify key characteristics of ‘ideal’ customers โ 10 – 250 employees, tech industry, SF Bay Area, Austin
- Crawl AppStore new submissions, find companies that match the above release
- Find contact details (senior, not engineer) and contact with a freebie related to being new in the appstore/comment about state of app
- Follow upย until they tell you to get lost or become a customer (HT Steli @ close.io))
Tools and Tipsโข
- Have a good drip marketing email provider
- You need a CRMย โ ย high LTV prospect is a terrible thing to lose
- Outsource finding emails (Databases, ODesk, VA)
- Outsource appointment scheduling (Zirtual, Fancy Hands)
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Speaker’s Slides
Links to Speaker’s Websites
- Website / Blog:ย ProductizedConsulting.com
- Productized Consulting Offering:ย AppAftercare.com
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(This article is part of the MicroConf 2015 Recap. Want to explore more talks from the event? Go back to the Recap Hub)