How we productized our service and grew from $10K to $30K MRR in 3 months.

Productizing your service v.s remaining bespoke.

If you run a service business, I know you might be asking yourself:

• Can I productize my service?
• If so how do I do it?
• What does productize even mean?

Don't worry, this post will shed some light.

TL,DR:
Switching from a typical service company with various clients and multiple offerings to a unique productized service with clear deliveries, led to 3x our revenue and 2x our team in 3 months.

First let's just clarify:
=> Productizing is the process of taking a skill or service and developing it into a standard, fully-tested, packaged, and marketed product.

Ok let's go!

➡️ DEFINE

This is to answer: can I productize my service?

Lay down what the 3 to 5 necessary steps to successfully deliver your service are. The steps you do over and over again, with any client.

👉 Name them and checklist what you're delivering in each.

This gives you a clear guidance on the flow of your service. Input <> Output.

➡️ FOCUS

Once you know what it takes step by step to deliver a streamlined service across all clients, ask the following:

What are the key functions of your service?

In other words, what makes your service perform at high standards.

Ex: a chef could say my secret is: “the ingredients” and “my cooking wear”.

With the best cooking wear but bad ingredients a chef can simply not produce anything good. And good luck for cooking without cooking wear ;)

As an outbound company our key functions are 1/ Data and 2/ Copywriting.

If any of the two fail, we simply won't generate results. Period.

Wrong/bad data means we're engaging with the incorrect prospects.
Bad copy means that even we have the right data, there will be no replies.

💡Note: If you say "everything is a key function", come back to the DEFINE phase and grade each step by importance.

👉Once you know what your key functions are, you have to protect them as if your life depended on them (because it does).

This is undeniably where you (and your productized service) add value.

💡Note: Investing in your core functions will over time, make anything you do faster, better, cheaper.

This is your competitive edge and the reason why customers buy your service.

➡️ STANDARDISE

Now that you know what it takes to deliver your service but also what makes your service standout, it's time to standardize.

And here we're using standardization to go against customization (to all you service owners saying yes to random client requests 😉)

Customization is the enemy of your scale.

Every time you customize, you can't productize 🚫

And if you customize you also can't build a process and system to scale.

💡Note: if you can't standardize 80% of your process, it's likely that your target market is too broad and/or your service offering is too wide.

Closing down on a niche with a unique offering has the advantages of a product:

• Repeatable process
• Easy onboarding of talent and customers
• Better feedback loop across all customers
• Which means a - productized - service that works

So, standardise what you do. Not only in terms of process and key functions, but also offering.

Here is an example of how we started showcasing our service:
https://www.thescalelab.com/pricing

In only one week this has become our second most visited page.

And guess what: as prospects know what they get, for what they pay, inbounds have been super qualified.

The result?

=> $10k to $30K MRR in 3 months.

CONCLUSION

If you:
1/ Define precisely what you do
2/ Focus on what makes you standout
3/ Standardize how you deliver

🏅 You have your first step to productizing your service business.

Over to you.