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Step #1
Understand the Benefits
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Why are clients scared to hire designers?
Don’t know the price
Afraid that the scope will spin out of control
Not sure whether you know what you’re doing
Not sure how to proceed
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What can you do?Set up a fixed price
Set up a fixed scope
Describe the benefits and provide social proof
Describe the process & the deliverables
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What problems does productized consulting solve for you?
Makes you easy to hire
Eliminates proposals and allows to set your own rules
Helps transition to value-based pricing
Helps sell recurring services
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Free crash course on productized consulting by Brian Casel
http://productizecourse.com/
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Is Productized Consulting Really a Good Fit for Your Business? (by Jason Pelker)
http://item-9.com/productized-consulting-good-fit-business/
Is Productized Consulting really a good fit for your business? (by Kai Davis)
http://doubleyouraudience.com/productized-consulting/
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Step #2
Define Your Offering
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Define your audienceRemember your top 3 favorite clients
Niche down on a certain business type
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Define your scopeRemember your top 3 favorite projects
Niche down on the format
Think of common things and processes
What has the top value for the client?
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Three levels of involvementStrategic guidance
Review & report
Hands-on work
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Define the processDiscovery
Execution
Delivery
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Define the priceThink of your delivery time and double it
Create pricing tiers (packages)
Charge more
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Step #3
Write Your Sales Page
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Portfolio doesn’t sell your services.Long-form sales copy does!
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Follow the structurePain, dream, fix, objections, call to action
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Desribe your fix wellWhat exactly you do and why
The process and the client’s role in it
Common client questions
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Protect yourselfWhat you won’t do and what problems you can’t fix
Common pitfalls caused by clients
Reserve the right to determine the scope
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Anchor your priceAnchor to alternative services
Use tiered pricing
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Overcome objectionsProvide testimonials
Provide a money-back guarantee
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Types of calls to action“Make a payment here and I’ll get back to you”
“Email me at (this address) and I’ll get back to you”
Fill in a form/questionnaire
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Capture leads with a freebie“Not ready for an expensive XXX yet?
Try solving the problem yourself by using my free course (cheatsheet)”
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The Brain Audit by Sean d’Souza (book)http://amzn.com/B00COQFUNU
Dissecting Great Sales Copy For Productized Consulting by Patrick McKenzie
https://training.kalzumeus.com/newsletters/archive/dissecting_sales_copy
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Step #4
Market Your Services
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Basic marketingPut your new service front-and-center on your website
Tell everyone you know
Point your clients to the service sales page
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Advanced marketingStart an email list and feed it with good content
Create a free course
Do outreach
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Turn Readers Into Buyers (article by Brian Casel on creating free email courses )
http://casjam.com/email-course-guide/
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Step #5
Deliver and Polish
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Do a test run (or a few)Offer your new gig at 50% off
Practice your process
Get a shiny testimonial
Refine your sales page
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Common mistakesCompromise on the audience, scope, or price
Deviate from the process
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RecommendationsPractice saying “no”
Avoid strict deadlines
Be generous and exceed expectations
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Step #6
Plan a Product Line
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Ideal product lineA free course
A book (under $100)
A more expensive course (under $300)
Productized consulting
High-touch custom gigs
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Ideal productized consulting lineA strategy call (under $500)
An entry-point gig ($500-1500)
An “all-inclusive” advanced offering (under $5000)
A recurring monthly service ($500-1500)
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Best practices for a monthly serviceLimit the contract to 6 months
Set a grand goal
Do a roadmapping session in the first month
Don’t book yourself solid
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My own consulting productsCorrelation: monthly creative direction for software
companies (discontinued)
Custom UI Audit: the actionable screen-by-screen teardown of your web app
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My full consulting line for SaaS companies
Walkthrough Strategy Call
Custom UI Audit
Wireframing Session
Visual Style Guide
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The UI AuditMy book based on productized consulting: http://uibreakfast.com/audit
Use code INVISION30 to get 30% off any book package
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Good luck in productized consulting!
Thank you my friends!
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