I’m a big fan of productized marketing services.
But that doesn’t mean I’m married to my off-the-shelf services when a prospect comes along.
By default, I evaluate every opportunity through a custom lens before thinking about what to propose.
I want to diagnose before prescribing.
Most of the time, my off-the-shelf consulting services are perfect as they are. But many times, especially for bigger companies, my productized services need to be adjusted.
After all, there are a lot of factors that can impact scope, value, and therefore price dramatically.
By treating every opportunity as a custom engagement, I’m able to actually get to the heart of the buyer’s needs and prescribe the ideal options for them (and me).
This often means more money for me and better-fit solutions for my clients.
When you blindly sell whatever productized service you offer, it limits you from seeing what the buyer actually needs.
You end up pushing a solution that isn’t really the right fit. Your mind becomes closed to the possibilities.
It also prevents you from seeing a potentially more profitable scenario for you! Maybe you need to do half the number of calls or deliverables for 5/6th the price to get a result. Who knows.
It’s a little more work to treat every prospect as a custom potential engagement, but it sure does work a lot better for everyone.
Hope this helps,