Professional Services: Selling the Invisible

The “Time for Money” Trap

You sell hours. You have a ceiling. To scale, you need to sell Outcomes.

Productizing Services

Instead of “Consulting Rate: $200/hr”, offer: “The 30-Day Audit Package: $5,000.”

• Client Benefit: Fixed price. Clear deliverables.
• Your Benefit: You can systematize the work and deliver it in 10 hours ($500/hr effective rate).

Authority Signalling

In professional services, your website is your suit.

• Case Studies: Not just logos. “How we saved Client X $2M in taxes.”
• White Papers: “The 2025 Guide to [Industry] Regulation.”

Prove you are the smartest person in the room before you enter the room.