Service providers deal in the commodity of knowledge. Your lawyer knows the intricacies of small business law. Your marketing consultant is well-versed in content marketing and social media. Your accountant knows how to minimize the hurt come tax time. All of them get paid for a transfer and application of their knowledge. But sometimes there’s an opportunity beyond providing services to create a complementary product business.
For me, as SmallBizLady, I get paid to work one-on-one with small businesses who need guidance and consultation. They pay for my knowledge and experience. But not everyone in my network can afford to hire me for a consultation. And that’s why I also offer information products at a much lower price point. People with tiny budgets can still afford to learn to be social media ninjas or become their own bosses through my books, mastermind groups and ecourses.
Catering to Two Markets: More Money for You
If you’re in a services industry, there are only so many people you can serve, especially if your prices are high. But what if you could also connect with another market, one who wants to read what you’ve learned and use it themselves to DIY whatever you’re teaching them?
What I love about having a product business is that once it’s created, I don’t have to worry about it. My products sell through my website and Amazon, and I don’t have to do anything to fulfill orders because they’re all digital products. So I’m making money on top of making money! Sound good to you?
Consider Who You’re Not Serving Currently
If you’re ready to spin off a new products business, start by considering who calls you but doesn’t end up becoming a client. What are they looking for? You’ll likely find several topics for ebooks, webinars, and courses immediately.
Do you attract a crowd of do-it-yourselfers? How can you share your knowledge to empower them to take care of specific tasks on their own? The more hands-on and detailed your instructions, the more successful your products will be.
See What’s Already Out There
You know what they say about not reinventing the wheel. Look at your competitors and see if they sell products, then figure out how you can fill a gap that isn’t currently served. Maybe you gear your content to a specific industry that you know is interested, or provide samples and templates that don’t already exist to help people.
Coming up with the perfect price point is always a challenge. You don’t want to alienate people who can’t afford your products, and you don’t want to charge so little that you don’t recuperate your expenses. Again, do some research to see what others charge and base yours on what you think you can get.
Where to Sell
Naturally, if you sell your products on your own website, you’ll get 100% of the profit, but setting up your site for ecommerce can take time and money. A quick solution is to sell on Amazon or on a digital products site like Gumroad. Yes, they’ll take a commission, but the traffic is so much better on these sites than your own, that you’ll likely make up for that chunk taken out in volume.
Adding a product business to your existing service business is the perfect balance: you provide in-real-time consulting, but you also make money while you sleep.