Systems not only help you clearly communicate what you can do for the client, but systems are also great for helping the client feel more comfortable making the investment with you.
Creating a system of your services is like laying out stepping stones for your clients. A system is a series of ‘steps’ that you follow to take your client from the pain or frustration that they’re experiencing – the reason they hired you – to the successful outcome that they wanted. Systems not only help you clearly communicate what you can do for the client, but systems are also great for helping the client feel more comfortable making the investment with you.
I have the opportunity to rub shoulders with tons of small business owners. The most disturbing thing I hear from them is how "hard" it is to find clients that will pay them what they’re worth. They’re stuck trying to sell generic services by the hour, and clients just shop for the lowest hourly rate. Instead of creating a business these people have created dead-end a J-O-B.
I know. You’re saying, “You said we were going to talk about creating systems!” I am. But first, you’ve got to have the right ‘container’ for it to sit in. The J-O-B mindset that Solo Pros get stuck in has them: 1) charging by the hour and 2) dealing with their clients as if they were their bosses – expecting the client to know what should be included to get the results they want.
The problem is that the client doesn’t know the direction or steps. That’s why they hired you. They had a problem. They wanted a specific outcome. So they hired someone with the skills to deal with their problem, but what they also needed – even though they may not have known it and may never admit it – was a guide. That’s you.
Not only do you have the skill set, but you’ve also been down the same road many times. You know what needs to be done and in what order. In order to be a successful Solo Pro business owner (a CEO instead of a ‘hired gun’), you MUST step into your powerful role as the Consultant – The Guide.
Systems are one of the tools that support you in doing that. They help you not only package your knowledge of what needs to be done, it also contains how it needs to be done. Creating systems within your business helps your business blossom in many ways including:
- They make your services and programs easy to explain because they’re in a neat container with clearly defined parameters that explain what the client can expect and what outcomes are possible – rather then just continuing to clock up hours where the client has no clue what they’re getting
- Systems allow you to create different packages or bundles that extend your offerings
- You can continue to provide one-to-one services for your clients or - if you’re smart – you can begin to move away from that into other profit centers that liberate you from hours completely
- You can package your systems so that they eliminate you entirely and can be sold independently of your, making your business truly scalable
Author Info: Barbara Saunders is the Solo Pro Business Success Expert who helps self-employed professionals go from floundering to flourishing! As the Founder of the Solo Pro Academy, she’s developed programs focused specifically on helping solo pros build a profitable custom-fit business for our new technology-drive global economy. Swing by SoloProSuccess.com and pick up your free ‘Income Accelerator Success Kit’. To connect with other solo pros, tune into Solo Pro Radio.