Client Magnets Official Blog

Business owners who create customised solutions for their clients know those offerings take a great deal of time and effort to develop. Those labor-intensive products also limit one’s exposure to a broader audience. Developing off-the-shelf solutions is a good way to increase sales fast and meet the needs of more clients. Follow this step-by-step process to discover more products hidden within your current bespoke solutions.

Analyze Your Current Product

What is it you’re selling that’s out of reach for some potential clients? Here are some examples of customised solutions:

a. One-on-one weight loss coaching with weekly visits, exercise and meal planning assistance.

b. On-site business start-up consultation.

c. Full-service marketing services with branding, website design and copywriting.

Every one of those services offers tremendous value to clients able to pay for them. By creating customised solutions to meet their needs, you play an integral part in your clients’ success. Analyze exactly what it is you’re offering those top-shelf clients as the first step to building off-the-shelf solutions.

How Can You Help More People?

In order to help more people and bring in more income, it’s necessary to break your customised solutions down into more generic pieces. Here are some examples:

a. Rather than flying to a client’s location and assisting with a business start-up plan, why not offer one-hour blocks of phone coaching to review business plans?

b. If your full-service marketing clients are sparse, why not offer one-day marketing seminars for small business owners?

Anyone who offers bespoke services has something they can offer a wider audience without specialization. Take one portion of your full-service solution and simplify it so that it appeals to more people.

If you’ve always done one-to-one sales, move to one-to-many sales by offering a portion of your primary product to groups. Ask yourself these questions:

a. What can I offer large groups of people that won’t require my personal input?

b. How can I tweak my current product line to create a lower-cost product?

Is it possible to package my expertise into seminars, CDs or ebooks?

Could I offer a series of online classes on my area of expertise?

c. How can I present my offer for off-the-shelf products to a broader market?

Whether you embark on a full-press Internet marketing campaign or secure public speaking engagements to introduce both your expertise and off-the-shelf solutions to a wider audience, you’ll find closing the sale much simpler than with more exclusive clients.

Will Off-the-Shelf Products Really Boost Sales?

It’s difficult to make the shift from high-end, bespoke services to products for the masses, but if your business is struggling, it’s time to become more flexible. Making your products more generic doesn’t, by the way, have to mean lowering their quality.

The expertise you share with clients is what makes you valuable, whether it’s with one person at a time or fifty. Maintain the quality of your products while making them practical and affordable for more people and your income will grow.

Keep your VIP clients, but open the doors to more business by offering less personalized services affordably. Once you’re in a position to only accept the clients you choose, you can customise every aspect of your business and charge accordingly. In the meantime, less-customised products are the perfect way to keep your firm’s income on track.

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