We all want to be booked out and making money, which is why in this blog I’m dishing all of my service selling techniques. How to sell services is quite the same as selling products, with a few differences in between. Whether you’re a graphic designer, a web designer, or just a plain old marketer – you should 30000% be creating hype for what you have to offer – aka LAUNCHING.
This is old as time – look at any MLM or product-based business. Or heck, even look at Taylor Swift (we have a lot to learn from her). There is typically a good amount of teasing that happens leading up to a launch and creating big a$$ HYPE.
So how do you apply this to services?
You do the same damn thing. Who says we can’t build hype for services, too? So keep reading and I’ll give you my tips for how to sell services, new or old!
The reality is, as a service provider trading most of your time for money, that you only have x amount of hours per week/month that can be dedicated to performing these services.
So you do the math, and sell out those spots.
We call this a service launch plan.
Let’s say that you, capacity-wise, can handle 5 projects/bookings per month for your signature service. It’s very important to know what your capacity is here – you literally cannot take on 12 websites per month if you’re doing them all yourself, right? Think long and hard about what your true capacity is.
And let’s say you have 3 of those 5 booked out for the month of March and April. Since we’re already hypothetically thinking of March, we’re going to book April.
This means you have 2 spots left to fill – let’s friggin fill them.
You’ll want to draw some common themes here of your existing clients if you don’t know them already – but what do the three of them (or even past clients) have in common as a struggle of theirs? So, write down 8-10 of their struggles – aka why they came to you.
These 8-10 things are going to be what you create a HECK of a lot of content around for the next 3 ish weeks, anticipating the sell-out of your April.
–> Let’s say you’re a web designer looking to sell web design and web maintenance packages for April and your clients’ common struggles are:
- Website is old
- Website is not reflective of their current journey
- Website has not been updated content-wise in over 6 months
- They don’t have time to update their website on their own
- They don’t know HOW to update their website (or when they try, they mess things up or spend hour googling)
- They know a website is important but don’t know how to strategize it to make sales
- They aren’t utilizing the features that their website could have to drive traffic
Are your gears churning?
I just spit out a TON of topics that can be used as blog posts, social media posts, video trainings, etc.
The trick is to take these topics and share them – telling people WHAT they need and WHY it’s happening – never giving away the ‘how’.’ If you give away the how – they have everything they need to try and fix things themselves. You want to make them realize that their best option here… is to work with YOU.
By giving them only the what and why, you’re creating demand for the HOW – which is literally… working with you.
Aside from creating content, when it comes to how to sell services – you’ll also want to make sure you are ACTIVELY ENGAGING with potential clients on social media. Let me tell ya how:
- Through your market research, find out where your clients hang out online
- Have authentic, open conversations with them
- Keep track of your leads (in the past, used salesforce, love Monday.com for this as well)
The first few months of ‘launching’ your services might not be as sold-out – and honestly, that’s okay. What’s going to be key in launching this way is CONTINUING TO LAUNCH THIS WAY.
Each month, I guarantee, you’re going to uncover additional problems that your ideal client as and each month that will generate new topic ideas for you (and honestly, after about 3 months, I start repurposing these topics – especially the ones that do really well – because your following is going to grow as you do this)
But basically, as a service provider, you want to create demand around how booked you are at your highest capacity for 1:1.
The real fun begins (aka making money in your sleep) when you can start creating some more passive offers or lower barriers of entry for additional prospects to work with you (perhaps at a lower budget).
This leads me to my next point…
Having a sold-out launch STARTS with this:
Having bomb AF, sexy, irresistible services.
If you feel like you…
- Have only ONE service to offer OR, like 10+ services you show your prospects and no one is really ‘biting’ or ‘retaining’ as a client
- Don’t want to trade your TIME for money forever
- Are not 100% sure if your pricing is on point
- Are ready to book more clients
And are ready to see more passive income in your business and NOT just rely on the 1:1, an intensive with me is the best move for YOU. Learn more and book your session by clicking here.