KaiDavis.com ยป Articles ยป How do you transition your existing customers to productized services?

How do you transition your existing customers to productized services?

I started slow and small. When I had a new lead in my pipeline, I pitched him on my first productized service โ€” a Website X-Ray โ€” and he said yes. Then, slowly, I transitioned the rest of my clients to the productized consulting model.

Switching to productized consulting โ€” or fixed price, fixed scope consulting offerings โ€” doesn’t need to be an all-or-nothing switch. You can start to eliminate proposals by providing your prospects and clients the option of working with you on a ‘productized’ basis.

It’s as easy as saying:

Hey [client name]

I have a new offering that solves the [expensive problem] you’re describing. This project would be a fixed price quote, not an estimate, which means that you never pay more than I’m quoting you. That way, you’re safe in case it takes longer than I estimate. It’s also a fixed scope package, which means that if we want to tackle additional problems outside of this, we can set them aside from version two.

Here’s the description of the project. I’ll follow up with you at [time] on [date] via [phone/Skype] to answer any questions that you have.

Thanks,

[Your Name]

That way, you can ‘pitch’ clients on the productized offering and slowly transition from writing proposals to selling productized offerings.

Over the last year, I transitioned from entirely hourly work to entirely productized (fixed scope, fixed rate) offerings โ€” with a majority of my monthly income coming from ongoing retainer projects.

Would you like to get a daily tip about consulting?

Sign up for Kai's Daily Consulting Letters to get a daily letter about consulting and marketing your business.

Every day, you'll get a letter on how to get more clients for your consulting business.

Each letter is something you can use to improve your business:

  • Get more leads
  • Improve your marketing
  • Make more sales
  • Refine your positioning

โ€ฆ plus, plenty of resources, guidance, and stories.

Plus you'll get free access to my Premium Resource Center.

Join 7,500+ other consultants and sign up before the next tip is sent.