Why Selling One Service is a Bad Idea

A lot of people will tell you to simplify down and, like, have one core service that you offer. I think that's a terrible idea. It's going to mean you leave money on the table. Here's how I like to look at it. Let's say I'm an accounting firm and I can do tax, I can do bookkeeping, I can do cfo, I can do payroll, I can do business valuations. What am I going to offer? Every business owner I talk to has one core service that people are usually looking for. Let's say that's tax strategy. You're going to help them save money on their taxes. Now, if people are looking for that, then that means it's easy to sell to somebody who's completely new and never paid you money before. So that's going to be what we call our intro offer. Then on the back end of that, we're going to have paths to all our other services. So now that we've worked with them on this one service, we can upsell them on bookkeeping or payroll or CFO or business valuation, because we know their specific situation and you can sell them exactly what they need.