76. Being Commercially Smart And Increasing Profits

Today we explore how productising your advisory services can turn your expertise into a “commercially smart” asset. I share the success story of Elise, an accountant who transformed her firm by productizing her advisory services with fixed-fee packages. This led to predictable income, stronger client relationships, and easier sales.

You can eliminate price competition, shorten sales cycles, and position yourself as an expert when you productize your services. I also explain how productisation shifts you from being a “service provider” to a “category leader,” delivering predictable outcomes clients crave.

Key Takeaways:

1. Productise Your Expertise: Turn your services into structured, marketable packages to simplify marketing and stand out.
   “Turn your expertise and experience into a structured, marketable offer that makes selling easier, simplifies your marketing, and ensures you stand out as the go-to expert.” – Amanda C. Watts
2. Commercial Smarts: Focus on positioning and building demand instead of chasing clients and competing on price.
   “It means creating demand for what you do rather than constantly chasing potential clients. It means purposely making money rather than hiding and hoping that someone will come through with some referrals.” – Amanda C. Watts
3. Market Outcomes, Not Hours: Clients want results; frame your offerings around transformations and guarantees.
   “People don’t want to buy hours of your time. They want to buy a transformation. They want to buy outcomes. They want to buy a guaranteed result.”
   – Amanda C. Watts
4. Structured Offers Ease Sales: Remove uncertainty by offering clear, pre-defined solutions, accelerating the buying process.
   “A productised offer removes uncertainty from the buying process. Instead of convincing people to work with you, they see your offer as a clear, structured solution that they’ve been looking for.”
   – Amanda C. Watts
5. Be the Expert, Not a Generalist: Create demand and authority with a proprietary system, attracting ideal clients.
   “Sadly, generalists market themselves and hope people will like them enough to give them money. Experts market a productized system that has a specific outcome in a specific time frame.”
   – Amanda C. Watts