A lot of service-based industries work off of proposals. It’s an easy model to follow when you’re first testing out the waters.
The problem is that it’s relatively unsustainable and eventually you’re probably going to need to make some changes or always remain booked to the max at a comfortable $70-80,000 a year. How can I confidently say this? You only have so much time in a day and proposals typically run off the hourly wage pricing system rather than pricing based on value.
Here’s What a Proposal is really saying:
‘Hey! I’m really good at helping solve a bunch of different problems, here’s how much it’s going to cost for me to figure out how to solve yours.’
When you’re using proposals you are inevitably positioning yourself as good at everything, which means you’re simultaneously positioning yourself as expert at nothing. There’s a time and a place for service providers, but I want more for you and I think you’re ready to step into the role of expert.
You’re an expert (now sound like one too)
When you’ve been able to come up with a specific process to solve a specific problem with tangible results it’s impossible not to think that you’ve had experience doing this exact thing. How else could you confidently charge one price? You know exactly how to get results, how long it’s going to take, and what is involved.
Think about it.
You basically do this anyway when you come up with the estimate for proposals. But rather than being able to market that price to everyone you can only market it to one. Then you have to do it all over again for the next client.
Yet with a specific service you are identifying a common problem for which you have a solution. You get to market that for as long as you want. Then you get known for solving that problem and people know exactly when to refer you to a friend. That’s some powerful brand positioning, which is why a Brand Adjustment doesn’t just look at your why, but your how. I know how to help you transition into the role of expert and I’m going to recommend you take that step.
Ready to level up?
Here’s what systematized services typically look like:
The results for the all your clients are the same.
You pull each one from their personal hell at point A to their happy place at point B. Every time.
You have a very specific process.
Everyone has things that are the same like contracts, payments, and phases throughout the process. But you can determine which steps in each phase need to be customized and which steps you can automate. The goal: all you need to do is show up and do the work.
The price is the same for everyone.
Your target market has the same need, and you’re selling the same result, but you can still account for different levels of need by building in pricing tiers. By having a clearly defined price you will automatically weed out people who aren’t even willing to consider paying it.
No more free work or discovery calls.
Stop justifying your pricing because it’s not hourly anymore.
Only spend time working with people who are already paying customers.
It’s easy to scale when the time comes.
Be memorable in a sea of competition.