Sell solutions not services · Consulting Freedom Tribe

Pete Scott

Oct 3 in Consulting insights

Sell solutions not services

People buy solutions, they DON’T buy:

Services
Products
Your time
Packages

The sooner we realise this, the sooner we unlock THOUSANDS in revenues per client.

EXAMPLE: We’ve believe our time is valuable and we should charge for it, but this in itself is a myth.

The client doesn’t care how many hours you spend with them or days you spent building a product.

The client only cares about what’s in it for them.

What transformation will they achieve?
Why will their life be better?
What’s the outcome of spending time with you?

If anything, letting the client know they’ll get 10, 60 minute sessions with you already creates an objection in the mind of the client.

I don’t have 10 hours available right now
This sounds like a big commitment
Hmm, 10 hours for £XXXX price is £XXX per hour, this sounds way too expensive

Yes, the client might desperately need your help and sure, spending 60 minutes per week with you can change their life.

But, you need to frame it differently.

STOP selling your time entirely.

STOP packaging your services together and believing it’s valuable.

STOP putting the value into your product when the value isn’t there for the client.

Instead.

Focus entirely on how value is created in the mind of the buyer.

Psychologically, what makes the clients go WOW, I NEED this!
What makes the client feel safe to invest thousands with you
How will the client life be exponentially improved because they’re working with you

The fastest way to look at this:

A £2 coffee where you can’t get a seat in the coffee shop, there’s kids screaming + the coffee taste like toilet is expensive.

But, a £5 coffee where there’s comfy seats, fast wifi and the perfect work environment to get shit done is cheap.

Relating back to working with experts, £50 with a coach who gives generic life coach advice is way too expensive, while investing thousands with a coach who gives the exact insights for you in the right moment + gives you the confidence to implement is a fantastic decision.

Let’s look at this as part 1, because there’s a lot more I have to say on this topic.

For now though, let me know below what AHA moment you’ve had reading this today.

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