Episode 368: 5 Essential Steps to Productize Your Services Without Abandoning Your Current Clients

Let’s Talk About How to Productize Your Services —

The Bottom Line: It’s Not All or Nothing

If you’re a coach, consultant, or service provider, you may feel torn between continuing the one-to-one work you love and making the leap into the offering additional ways to help your ideal customers. 

The good news? You don’t have to choose. By productizing your services and adding an additional way or ways to service them, you can enhance your business model without disrupting your client roster or overwhelming your calendar.

This shift is not about replacing what you do; it’s about scaling your expertise, so you can make a bigger impact and diversify your revenue.

Plus, the rewards are huge—think increased income, more time flexibility, and the ability to serve more clients without burning out.

Key Shifts to Embrace When You Productize Your Services

Before diving into the steps, let’s address the key mindset shifts needed to successfully transition into offering online experiences.

1. Move From Trading Time for Money to Leveraging Expertise

Your value is not in the hours you spend with a client but in the transformation you help them achieve.

Diversifying your revenue sources (books, templates, online packaged experiences, etc) allows you to package your expertise into a repeatable system that scales. And I would argue leads to a better service-based delivery model. 

Our favorite place to start is to think about packaging your expertise into an online offer. It is the closest transition from a 1:1 service-based experience and helps you shift into a new way of delivering value. 

2. From Overwhelm to Streamlined Systems

You don’t need to have a complicated setup. Start small, with simple tools and processes that align with your strengths and what your clients need most.

3. From Fear of Losing the ‘Personalized Approach’ to Creating a New Kind of Connection

An online experience doesn’t mean sacrificing your relationships with clients. Instead, it allows you to engage them in meaningful ways at scale while maintaining high-value touchpoints. 

Just imagine what it would be like to consistently serve your clients at the highest level without making it up each time. When you productize your services, you create one consistent way in which you help all of your customers – no more re-inventing the wheel or hoping your customers stay on track. 

Consider the example of when you go into a store – do you want the person working there to greet you, ask you what you need and then direct you to your request or do you want to walk in, be ignored or watch a frazzled worker run around trying to do all the things? When you productize your services, you have the time, space and energy to proactively help your customers instead of running around trying to do all the things. 

Five Steps to Productize Your Services In Your Business

Step 1: Identify Your Signature Authority Strategy

Think about the consistent results you deliver to your clients.

What’s the common thread? This becomes your signature authority framework—a repeatable process you can package.

Example: If you’re a health coach helping clients improve their energy, your framework might include nutrition, movement, and stress management. Break this into actionable steps that provide your customers one consistent journey from where they are to where they want to go.

Step 2: Design Your Signature Experience to Deliver It Online

Start with one signature offer. This could be:

• An online experience addressing a specific pain point or step of your framework.
• A group coaching experience that teaches your ideal client how to get a result by combining live calls with online resources.
• A hybrid model that offers 1:1 support with online training modules.

The key is to begin with what feels manageable while still delivering value.

Step 3: Leverage Tools You Already Know

Don’t let tech overwhelm you. Use tools you’re already familiar with, such as:

• Kajabi as an all in one solution
• Zoom for live calls.
• Google Drive or Dropbox for sharing resources.
• Canva for creating course materials or visuals.

As you grow, you can invest in more advanced platforms.

Step 4: Pre-Sell Your Offer as a Beta Experience

Before spending hours creating content, validate your idea by pre-selling it. Reach out to your existing clients or email list and invite them to join your new online experience. This not only generates revenue upfront but also ensures you’re building something your audience wants.

Step 5: Deliver and Refine

Start delivering your offer with the first group of clients and gather feedback along the way. Use their insights to refine your program, improve the experience, and add new features.

Also, you will be amazed at how it helps your current service-based clients. When you productize your services, you will start to see ways to make the client experience better and more consistent. 

And when you current customers start to benefit from the online experience you have put together, it all starts to come together in a way that you can’t even imagine if you haven’t done it yet. 

Benefits of Productizing Your Services

1. Scalability: Serve more clients without working more hours.
2. Increased Revenue: Diversify your income streams with online courses or hybrid programs.
3. Time Freedom: Free up time by automating parts of your service delivery.
4. Global Reach: Attract clients outside your local area or time zone.
5. Client Retention: Provide an ongoing journey for clients, keeping them engaged longer.

But Tara…???

• “My clients value 1:1 interaction.” Offer a hybrid model to ease the transition while highlighting the added benefits of the online components.

• “I’m not tech-savvy.” Start with basic tools and build confidence as you grow.

• “I don’t have time to create an online program.” Repurpose existing content (like recorded sessions or checklists) to save time.

Ready to Productize Your Services? 

Adding an online experience doesn’t mean giving up what you love about your business.

Instead, it’s about creating a scalable way to grow while maintaining the high standards your clients expect.

If you’re ready to take the first step, jump on our calendar to discover how to identify the perfect online offer for your business.