What do you sell? Brains, hands, or both? Do you offer an expensive set of hands, or outcomes that your clients salivate over?
Most often service business lead with their process.
“We have state of the art equipment, and we are the very best [engineering, marketing, tech solutions] company around. We are better than all the rest because we are better trained…”
Basically, they are justifying why their time is worth more than the next guy’s.
I have seen this over and over with high-ticket services. The businesses that have the easiest time creating demand and winning lifelong clients are those that can stand by their results. If you can’t yet stand by your results enough to potentially offer a guarantee, you haven’t invested enough energy into understanding the client’s problem forward and backward.
When you do, you can exit the time = money hamster wheel. And grow a sustainable business.