5 Things You Need To Know To Create A Successful Service-Based Business

1. They aren’t buying your service

Many times, service providers look at the nitty gritty of what they provide: how many words, how many hours it took, the complexity of the project, etc. However, your clients are not buying your service, they are buying a transformation.

You are not just designing graphics or writing copy, you are creating opportunities. What will the finished product do for the client? How will it change their life or business for the better? How does it make their ultimate goal possible?

Focus on the big picture and show what your service makes possible. That is the number one way to stand out and win over prospective clients. Most will come to you because they don’t feel like doing something themselves, however, they have no idea how one element can have lasting effects. It’s your job to educate them on the process and possible result.

2. If You compete on price, you will lose every time

   
   

When you are a service provider, you may feel that you need to be competitive or even the lowest price available. It may seem that having a “great price” will lead to more business. 

In the short run, you may be right. However, you never want clients choosing you just because of price. This tactic will hold you back in two very devastating ways.

First, when you win a contract because you were the lowest bidder, you can always be outbid. Someone else will sell the same service for a few dollars cheaper and suddenly your client is jumping ship to save a buck.

Also, competing on price will hold you back. As your talent and experience increase, your income potential will stay stagnant. You only have so many hours in the day, but the only way to make more money would be to work longer and longer hours.

This leads to burn out and resentment. Price fairly, however charge what your service is worth. Remember that you are providing opportunity and transformation, that is priceless.

3. There will always be competition, rise above it

   
   

I always say that there are a million people who already do what you do, don’t let that hold you back. Competition is not a bad thing. In fact, if you look for opportunity and collaboration, you will quickly realize that competition disappears.

So, choose a niche and service that has competition, however don’t focus on what others are doing. Provide amazing customer service and really focus on those who are attracted to how you serve. There are plenty of clients out there for everyone.

4. It’s not what you do, it’s how you do it

   
   

You are completely unique. No one can deliver your chosen service the same way you do. This is an asset. Your unique perspective and process will attract your ideal clients. It will also set up apart in a crowded marketplace.

Cultivate that unique approach. Make it part of your branding and show up as your authentic self on social media. Whatever the leading expert is doing, doesn’t matter. She has that segment of the market covered. 

You do not need to replicate anyone. You can learn from others, but realize that we all have our own journey. Embrace yours and serve big, from you heart. That is the surest way to create raving fans and repeat customers.

5. Ask more questions than you answer

   
   

As a service provider, you will likely make most of your income via sales calls. Do you dread sales calls? Does it feel more like an inquisition than a conversation?

It’s time to take control of your call and lead the conversation. You are in the driver seat. The best way to have a sales conversation is to ask questions.

Understand what your prospective client needs, why they want it, and what their overall goal is. Where does she want to be in 6 months, 2 years, 10 years? What are her struggles? What has she tried before that didn’t work?

These questions are crucial. They give you information to frame your offer and showcase the transformation you provide. It also gets the prospect thinking and analyzing where she is and what she truly needs. The best service providers ask what may seem like too many questions, but that is what makes them so good.

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Meet the expert:

Jennifer Elia, founder of Lead Funnel Scale, is a marketing strategist who helps businesses grow without getting caught up in endless trends and gimmicks. She believes in simple, effective strategies that save time and reduce stress. When she's not working with clients, Jennifer's busy gardening, homesteading, and homeschooling her four kids. From her home base in rural South Dakota, she's building a thriving business while living a life she loves.

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