It’s almost impossible to know what features to include in your productized consulting services until you’ve sold them a couple times.
You may have ideas on what it should include, but almost always, people’s needs will differ from your imagination of what someone might need.
On top of that, how you sell it will be completely contingent on talking to people who have real need for what you do.
Without knowing the nuanced context behind why real people might buy your service, your sales copy won’t resonate with anyone. It will be dry.
That’s why I try not to productize my services until I’ve sold a standard scope at least once or twice.
Instead, I either create custom proposals for inbound prospects that later become productized services, or I put out the feelers to see if anybody is interested in an idea I have.
The sales process is where the magic happens.
It tells you what things people care about, where they want to go (outcome), why it matters to them, and therefore scope and value of the service in the first place.
Any time I try to make up a service from scratch in my head, it inevitably doesn’t fit anybody. It’s too theoretical and lacks the necessary specificity.
Better to sell a service once or twice before productizing it. If you can’t wait, keep the service page lightweight, outcome-focused, and have people inquire for more info.
Then, let the sales process write the sales page.