In this episode Einar discusses the importance and attraction of productized consulting. However an important aspect is the need to really understand your market.
Why do people struggle to move :-
- lack of faith in their particular type of customers
Importantly though it is not a metered approach.
Narrowing the focus is imperative. Must understand the needs of your industry that you are focusing on.
Recurring revenue is sustainability.
Price – more than you think and importantly know who to sell to. For example if selling to larger company then $150 per month self defeating.
Tiered pricing – give people opportunity to pay more.
- Have a retainer package for existing customers
- Brainstorm products – problems you can solve
- Sales / Customer Development
Follow Einar on Twitter – @einarvollset