Productize or Die?
How I Got My First Client Without Custom Quotes
Custom quotes are more of a problem than any help at all.
You spend hours crafting proposals, adjusting pricing, and justifying your value, only for the client to disappear.
For years, I thought custom quotes were just part of running a service business.
Who started this trend?
Since clients are asking for quotes, that’s what “good” service providers did, right?
Tailor everything to the client’s needs, make each project unique, and prove your worth by giving each prospect a carefully crafted proposal.
That was until I found myself drowning in admin work, pricing headaches, and clients who took forever to make a decision.
I was spending more time negotiating than actually doing the work I loved. Something had to change.
The Moment I Knew I Had to Productize
It happened after yet another frustrating sales call.
A potential client seemed excited, asked all the right questions, and requested a proposal.
I spent half a day crafting a custom quote, outlining every possible scenario. I hit send, feeling pretty good about it.
And then? Crickets.
Days passed. I followed up. Twice. Eventually, they replied: “We’re still deciding, looking at other agencies as well.”
That’s when it hit me: custom quotes weren’t just draining my time; they were making me look like a commodity.
Clients were comparing me to others purely based on price, not value.
If I wanted to stop competing on price and start closing deals faster, I needed a better approach.
The Shift: Turning My Service Into a Product
I looked at my past projects and realized something: despite the custom proposals, I was essentially offering the same thing to every client.
The process, deliverables, and results were nearly identical. So why was I wasting time acting like everything was bespoke?
I scrapped the proposals and packaged my most requested service into a fixed-price offer.
No more long-winded pricing breakdowns. No more back-and-forth. Just a clear, “take-it-or-leave-it offer.”
My first productized offer? A Brand Identity Starter Kit: logo, color palette, and social media templates, delivered in two weeks for a flat fee.
Clients knew exactly what they were getting, and I knew exactly how to deliver it efficiently.
Landing My First Client (Without a Custom Quote)
I was nervous at first. Would clients push back? Would they still want custom options? But I stuck to my guns.
The next time a client inquired, instead of saying, “Let’s hop on a call so I can learn about your needs,” I said:
“I offer a Brand Identity Starter Kit for $2,500. It includes everything you need to launch a cohesive brand, delivered in two weeks. Would you like to book a spot?”
No proposals. No price negotiations. Just a straightforward offer.
And guess what? They said YES. Instantly. No hesitation. No comparison shopping. Just a clear decision. They paid the full amount upfront, and I got to work.
The Results: More Freedom, Less Work
That first sale changed everything. I wasn’t just selling design services.
I was selling a solution with a clear outcome. Clients weren’t nitpicking over details anymore; they were excited about the clarity and speed of delivery.
From there, I refined my process, optimized my workflow, and started booking clients faster than ever.
Prospects ghosting?
Still happens but doesn’t matter, I’ve not spent lots of my time to see all my effort go down the abyss.
No more endless proposals, just a streamlined, profitable business that let me focus on what I loved doing.
Want to Make the Shift?
If you’re stuck in the endless cycle of custom quotes and client negotiations, ask yourself: Can I turn what I do into a clear, repeatable offer?
Start small:
1. Identify your most popular service.
2. Package it into a clear, fixed-price offer.
3. Ditch custom quotes and pitch your productized service instead.
P.S. Want help? My 5-day email course walks you step by step to avoid scope creep. Sign up here, it’s free! https://marilynwo.kit.com/scopecreep