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Productized Consulting
for Designers
by Jane Portman at UI Breakfast
Step #1
Understand the Benefits
Why are clients scared to hire
designers?
Don’t know the price
Afraid that the scope will spin out of control
Not sure whe...
What can you do?
Set up a fixed price
Set up a fixed scope
Describe the benefits and provide social proof
Describe the pro...
What problems does productized
consulting solve for you?
Makes you easy to hire
Eliminates proposals and allows to set you...
Free crash course on productized consulting by
Brian Casel
http://productizecourse.com/
Is Productized Consulting Really a Good Fit for
Your Business? (by Jason Pelker)
http://item-9.com/productized-consulting-...
Step #2
Define Your Offering
Define your audience
Remember your top 3 favorite clients
Niche down on a certain business type
Define your scope
Remember your top 3 favorite projects
Niche down on the format
Think of common things and processes
What...
Three levels of involvement
Strategic guidance
Review & report
Hands-on work
Define the process
Discovery
Execution
Delivery
Define the price
Think of your delivery time and double it
Create pricing tiers (packages)
Charge more
Step #3
Write Your Sales Page
Portfolio doesn’t sell your services.
Long-form sales copy does!
Follow the structure
Pain, dream, fix, objections, call to action
Desribe your fix well
What exactly you do and why
The process and the client’s role in it
Common client questions
Protect yourself
What you won’t do and what problems you can’t fix
Common pitfalls caused by clients
Reserve the right to ...
Anchor your price
Anchor to alternative services
Use tiered pricing
Overcome objections
Provide testimonials
Provide a money-back guarantee
Types of calls to action
“Make a payment here and I’ll get back to you”
“Email me at (this address) and I’ll get back to y...
Capture leads with a freebie
“Not ready for an expensive XXX yet?
Try solving the problem yourself by using
my free course...
The Brain Audit by Sean d’Souza (book)
http://amzn.com/B00COQFUNU
Dissecting Great Sales Copy For Productized
Consulting b...
Step #4
Market Your Services
Basic marketing
Put your new service front-and-center on your website
Tell everyone you know
Point your clients to the ser...
Advanced marketing
Start an email list and feed it with good content
Create a free course
Do outreach
Turn Readers Into Buyers (article by Brian Casel
on creating free email courses )
http://casjam.com/email-course-guide/
Step #5
Deliver and Polish
Do a test run (or a few)
Offer your new gig at 50% off
Practice your process
Get a shiny testimonial
Refine your sales page
Common mistakes
Compromise on the audience, scope, or price
Deviate from the process
Recommendations
Practice saying “no”
Avoid strict deadlines
Be generous and exceed expectations
Step #6
Plan a Product Line
Ideal product line
A free course
A book (under $100)
A more expensive course (under $300)
Productized consulting
High-touc...
Ideal productized consulting line
A strategy call (under $500)
An entry-point gig ($500-1500)
An “all-inclusive” advanced ...
Best practices for a monthly service
Limit the contract to 6 months
Set a grand goal
Do a roadmapping session in the first...
My own consulting products
Correlation: monthly creative direction for software
companies (discontinued)
Custom UI Audit: ...
My full consulting line for SaaS
companies
Walkthrough Strategy Call
Custom UI Audit
Wireframing Session
Visual Style Guide
The UI Audit
My book based on productized consulting: http://uibreakfast.com/audit
Use code INVISION30 to get 30% off any ...
Good luck in productized
consulting!
Thank you my friends!
Productized consulting for designers by Jane Portman
Productized consulting for designers by Jane Portman
Productized consulting for designers by Jane Portman
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Productized consulting for designers by Jane Portman

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Trapped in the sad world of hourly billing, spec work, and scope creep? Productized consulting is the perfect way to level up your design practice—you can finally set your own rules for client work, eliminate proposals, and obtain monthly revenue.

In this talk, you'll learn how (and why) productized consulting works, and what exact steps you should follow to set up your first product.

Veröffentlicht in: Design
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Productized consulting for designers by Jane Portman

  1. 1. Productized Consulting for Designers by Jane Portman at UI Breakfast
  2. 2. Step #1 Understand the Benefits
  3. 3. Why are clients scared to hire designers? Don’t know the price Afraid that the scope will spin out of control Not sure whether you know what you’re doing Not sure how to proceed
  4. 4. What can you do? Set up a fixed price Set up a fixed scope Describe the benefits and provide social proof Describe the process & the deliverables
  5. 5. What problems does productized consulting solve for you? Makes you easy to hire Eliminates proposals and allows to set your own rules Helps transition to value-based pricing Helps sell recurring services
  6. 6. Free crash course on productized consulting by Brian Casel http://productizecourse.com/
  7. 7. Is Productized Consulting Really a Good Fit for Your Business? (by Jason Pelker) http://item-9.com/productized-consulting-good-fit-business/ Is Productized Consulting really a good fit for your business? (by Kai Davis) http://doubleyouraudience.com/productized-consulting/
  8. 8. Step #2 Define Your Offering
  9. 9. Define your audience Remember your top 3 favorite clients Niche down on a certain business type
  10. 10. Define your scope Remember your top 3 favorite projects Niche down on the format Think of common things and processes What has the top value for the client?
  11. 11. Three levels of involvement Strategic guidance Review & report Hands-on work
  12. 12. Define the process Discovery Execution Delivery
  13. 13. Define the price Think of your delivery time and double it Create pricing tiers (packages) Charge more
  14. 14. Step #3 Write Your Sales Page
  15. 15. Portfolio doesn’t sell your services. Long-form sales copy does!
  16. 16. Follow the structure Pain, dream, fix, objections, call to action
  17. 17. Desribe your fix well What exactly you do and why The process and the client’s role in it Common client questions
  18. 18. Protect yourself What you won’t do and what problems you can’t fix Common pitfalls caused by clients Reserve the right to determine the scope
  19. 19. Anchor your price Anchor to alternative services Use tiered pricing
  20. 20. Overcome objections Provide testimonials Provide a money-back guarantee
  21. 21. Types of calls to action “Make a payment here and I’ll get back to you” “Email me at (this address) and I’ll get back to you” Fill in a form/questionnaire
  22. 22. Capture leads with a freebie “Not ready for an expensive XXX yet? Try solving the problem yourself by using my free course (cheatsheet)”
  23. 23. The Brain Audit by Sean d’Souza (book) http://amzn.com/B00COQFUNU Dissecting Great Sales Copy For Productized Consulting by Patrick McKenzie https://training.kalzumeus.com/newsletters/archive/dissecting_sales_ copy
  24. 24. Step #4 Market Your Services
  25. 25. Basic marketing Put your new service front-and-center on your website Tell everyone you know Point your clients to the service sales page
  26. 26. Advanced marketing Start an email list and feed it with good content Create a free course Do outreach
  27. 27. Turn Readers Into Buyers (article by Brian Casel on creating free email courses ) http://casjam.com/email-course-guide/
  28. 28. Step #5 Deliver and Polish
  29. 29. Do a test run (or a few) Offer your new gig at 50% off Practice your process Get a shiny testimonial Refine your sales page
  30. 30. Common mistakes Compromise on the audience, scope, or price Deviate from the process
  31. 31. Recommendations Practice saying “no” Avoid strict deadlines Be generous and exceed expectations
  32. 32. Step #6 Plan a Product Line
  33. 33. Ideal product line A free course A book (under $100) A more expensive course (under $300) Productized consulting High-touch custom gigs
  34. 34. Ideal productized consulting line A strategy call (under $500) An entry-point gig ($500-1500) An “all-inclusive” advanced offering (under $5000) A recurring monthly service ($500-1500)
  35. 35. Best practices for a monthly service Limit the contract to 6 months Set a grand goal Do a roadmapping session in the first month Don’t book yourself solid
  36. 36. My own consulting products Correlation: monthly creative direction for software companies (discontinued) Custom UI Audit: the actionable screen-by-screen teardown of your web app
  37. 37. My full consulting line for SaaS companies Walkthrough Strategy Call Custom UI Audit Wireframing Session Visual Style Guide
  38. 38. The UI Audit My book based on productized consulting: http://uibreakfast.com/audit Use code INVISION30 to get 30% off any book package
  39. 39. Good luck in productized consulting! Thank you my friends!

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