Start this productized service in 1 day for your niche

And make $2000 and more from it.

I productized this service in one day with:

• One conversation

• One Google Doc

• One solution

You can do it too.

Below, I share what I’ve done and my thought process.

Take this away, apply it to your niche and make $2000.

Do it 5 times a month and you get a 5-figure business.

Then, retain all clients to

• Provide ongoing services

• Make recurring income

• Hire contractors

• Hands-off

Here’s how:

Photo by Mariana Pedroza

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Crash Call With Client

I call this a “crash call” to emphasise its urgency, intensity and the need to learn what you should offer the client in the shortest time possible.

Here’s what you need to know from clients:

1. Goals

Ask clients: What are their BHAGs (Big Hairy Audacious Goals)?

They are organizing a yearly marathon event and want to make it the region’s best event in Singapore.

They want the locals to know about the event as well as athletes from all over Asia. This will be the go-to event for these athletes every year.

They want this world-class and inclusive.

2. Pain Points

Ask clients: Why now, why such goals?

The event has been going on since the 1990s, with no branding, just participation from usual members of the community.

Now they want new participation, and more new faces to help grow the community and sport.

3. Budget

Ask clients: How much money are they willing to spend?

Budget constraints to hire big agencies to create world-class brand and marketing campaigns.

4. Client’s Requirements

Ask clients: What they want as deliverables that deem this event a success.

They want a huge dedicated website that allows participants to register as both individuals and groups, capture email leads, sell merchandise and be robust enough.

Think Spartan Race and Hyrox.

5. Timeline

Ask clients: When do they want all of the above?

Urgent, will need to launch its website in two weeks, so will need new branding in one week.

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Analysis

After the call is over, it’s time to take the information you have to create a solution that works for clients.

Clients can have any kind of goals, most of them far-fetched to be achieved in a short time.

Also, as a business person, I will look beyond making money out of their requests.

What I’m analysing here is more of whether there’s a need for them to spend more to create something robust within a month.

Would it work better for everyone to come up with deliverables that need the least amount of expertise, time and money, yet they are the required improvement from previous years?

The website idea and goal are important too, but this is an area that will go through constant improvements over time, and a robust one wouldn’t significantly improve the participation rate in 2 weeks.

Also, this is something that you wouldn’t want to invest heavily in (money and time) to realise the work has been overkill.

I would suggest that we build upon it over time instead.

Not many clients understand this because as humans, it’s natural for everyone to want something perfect in an instant.

However, with a gentle explanation about how things work in general, they will understand their requests may be a long game.

You cannot assume they understand this, so it’s a must to explain this right from the start.

“Right from the start”, is referring to before the work starts, not necessarily during the call.

I didn’t mention this to the client in the call but in the Google Doc to be sent after the call and before they gave the go-ahead.

Giving yourself the time to get off the call for this analysis is crucial so that you can be clear on what to suggest and say to them.

You don’t want to come off as arrogant, rude or not listening to what they talked about in the call.

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Conclusion of the Analysis

In this case, the client’s request for a robust website is not impossible, but impossible to be done well in 2 weeks.

You are not trying to coerce them to sign up for your productized service so that your productized service can be deemed as being a success.

You are trying to bring across the message to help them make more informed decisions.

Many times when clients see other websites, advertisements, or anything at all looking cool and fancy, we can be given the impression that that’s what is helping them become successful.

That’s not the full story and we should take it upon ourselves as service providers to point this out to clients and prospects.

Even if you can do the job and create a robust website in 2 weeks, don’t just do it out of taking orders or “since the clients request for it”.

As for clients who understand this before meeting you, they may still request such tall orders.

It’s just human nature, knowing this can be done progressively, but doing something that seemed impossible can be an impulse that brings about pleasure or the so-called dopamine effect.

Sometimes they just want it all, and want it all right now.

So don’t just agree to such tall orders, because prospects may think you are not being transparent.

We as service providers have to be ahead in knowing what is right and good for our clients and advise accordingly.

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The Solution

So what did I do?

I did not offer them the option of the robust website that they wanted. However, I started to map out the criteria of a service product to solve their problem.

What I’ve included:

• Email communication

• Anything below $4000

• 7 days brand style creation

• Expect 1 hour response time

What’s excluded:

• No need for complicated development

• No need for extensive research

• No face-to-face meetups

• No calls in between tasks

• No bells and whistles

• No revisions

The Service Product

1. Upfront payment: $2000 — This is a stripped down version of a full branding service. They don’t need everything. I want this to be affordable for clients, cover my costs and be quick for my team to create and deliver.

2. Onboarding call: One time for my team to flesh out expectations and confirm deliverables.

3. Questionnaire: The client must complete this as detailed as possible before we start work.

4. Logo design: Up to 4 options.

5. Style scape of the 4 logos: These are moodboard-style pieces based on the logos.

6. Brand style guide: A PDF guide on how the logos can be used.

The Google Doc

If this was before 2015, I would have opened up PowerPoint, and drum up a beautifully designed 20-page proposal.

That would be lovely, but one piece for one prospect would have taken 3 to 7 days to complete.

Then, I would set up a face-to-face meeting with the prospect and present the slides to them like a keynote address.

I would return home, exhausted, and an email to say that the prospects have decided to work with someone else.

In this 1-day productized service, all I did was:

1. Crash call

2. Analyse call

3. Create the solution

4. Create the service product

5. Document the offer in a Google Doc

Everything in the Google Doc is all the above that you see here, nothing else.

Then I copied and pasted the Google Doc link in an email and sent it to the client.

These were done in one day.

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Get Started

Once the client is confirmed and agrees to the solution, here’s what I did:

I emailed a payment link for them to make the agreed payment.

You can do it with Stripe. It’s free to use, and they only take a fee of 3.4% + $0.30 per transaction. So include this in your costs before you fix your pricing.

Once payment is made, I sent him the questionnaire to understand his audience and the details of his deliverables.

You can create this questionnaire with any tools like Google Forms, Google Docs, Slides, Typeform or your website form.

With the information provided, my team received it and started work in this order:

1. 4 logo designs

2. Client selects one

3. We create 1 style scape

4. We create 1 brand style guide

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Ongoing Work

What do you think your client will need after the initial project?

In this case, it’s to use the logo and style scape to create the event promotional marketing assets, event swags and merchandise such as:

1. Bags

2. Flags

3. Medals

4. T-shirts

5. Banners

6. Lanyards

7. Invitations

8. Certifications

9. Water bottles

10. Web graphics

11. Email newsletters

12. Social media images

And so much more…

When the event is over, guess what the client will need?

They will want help with post-event engagement and ongoing marketing to promote the same event the following year, and so on.

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Now that this service is productized, I can use this over and over again for another client, and another, and so on.

You can use this framework to quickly set up something similar for your niche and solve a pain point for your client on an ongoing basis.

Marilyn

P.S. I’ve productized my service, eliminating scope creep and making more income by working less. You can learn what I’ve done for 10 years in my 5-day email course. It’s free! Sign up here.