Does your business feel stuck behind an invisible ceiling? Many small business owners start out the same way: offering services that you’re great at doing, like coaching, consulting, marketing, design, or even legal advice. Unfortunately, you find yourself hitting a wall, wondering, “Why can’t a get more clients?” or “Why do my clients want results without understanding the value?”. This issue occurs when you sell time, not transformation. And sadly, time doesn’t scale. So what if you started treating your service like a product?
This is the core idea behind Alex Hormozi’s $100M Offers. When applied to SMBs, the $100M Offer unlocks simplicity, scalability, and sales you didn’t know were possible.
📦 Quick Summary
- Most service-based businesses struggle to scale because they sell time, not outcomes.
- Productizing your service — naming it, packaging it, and pricing it like a product — creates marketing clarity and operational scalability.
- Inspired by Alex Hormozi’s $100M Offers, this approach boosts perceived value and client trust while making your offer easier to sell and deliver.
Let’s learn how to apply treating your service like a product to your small business.
Why Most Services Don’t Scale and What to Do Instead
With most SMBs, the problem isn’t skill. It’s the business structure. Sure, it sounds a little harsh, but if you’re pricing your services by the hour or the project, taking the time to recreate each project from scratch for every new client, and not clearly articulating the results, you’re boxing yourself in.
Clients don’t want promises. They want an outcome. The easier you make that outcome feel, the more you get paid.
🧠 Pro Tip from ThinkDMG: If you service needs a conversation to explain it, you don’t have an offer, you have friction.
Hormozi’s $100M Offers Formula, Simplified for Small Businesses
Alex Hormozi’s value equation breaks down like so:
Value = (Dream Outcome x Perceived Likelihood of Achievement) / Time x Effort
In plain English:
- You need to clarify the dream outcome
- Show social proof to increase the client’s certainty of your ability to deliver
- Remove time delays and complexity, also known as friction
- Make the service feel like a product, with a name, process, and price
This translates into something like this: Instead of promising 6 months of social media management as a service, try “The 90-Day Lead Magnet Accelerator: 3 Campaigns, 30 Posts, and 100% Complete Content.”
How to Treat Your Service Like a Product
Let’s turn your custom, chaotic service into a simple, scalable product:
1. Define the Outcome
Don’t sell a task. Sell the result. It’s not “Facebook Ads Management” → “50+ leads per month without hiring an agency.”
2. Create a Repeatable Framework
Package your delivery into a 3–4 step process. Example: Diagnose → Design → Deliver → Optimize.
3. Standardize the Delivery
Use SOPs, templates, and software to create a predictable client experience.
4. Add Guarantees or Timeframes
Offer a money-back guarantee, a 14-day turnaround, or milestone promises. Certainty sells.
5. Price Based on Value, Not Time
Don’t charge for hours. Charge for outcomes. The less time it takes you to get the result, the more you can charge.
Real Examples of Treating a Service Like a Product
You don’t have to be a tech startup to productize your business. Here’s how it looks across different industries:
- Marketing Consultant: “The Local Lead Surge Package – $2,400 for 90 days of local SEO + Google Ads Setup”
- Bookkeeper: “The 7-Hour CFO: Clean Books, Cash Clarity, and Strategic Records—Delivered Monthly”
- Therapist: “12-Week Burnout Recovery Blueprint: Private Sessions, Email Support, and Tracking”
- Contractor: “Roof Ready Tune-Up: Full Exterior Inspection, Repairs, and Maintenance in 1 Day”
Do you notice how each example has a clear promise, defined timeframe, and fixed price or tiered pricing?
You may also notice how turning a service into a product makes things easier. When you treat a service like a product, writing ad copies becomes easier. Referrals become more consistent. You get more qualified leads. Lastly, you stop wasting time explaining what you do.
Pricing Like a Product, Not a Freelancer
You want more clients who happily pay. Hormozi suggests the following:
- Anchor the offer: Compare the price to what it saves or creates. Do not compare hours.
- Add perceived value: Include templates, guarantees, or speed boosts.
- Use tiers: Rather than a single quote, offer tiers like Core, Premium, and Concierge to upsell your products.
- Name the product: People buy names, not vague promises.
❓ Productized Offer FAQ
Q: What’s the difference between productizing and packaging?
A: Packaging presents your existing service in a neat box. Productizing redefines how you deliver, price, name, and sell it — often including assets, systems, and automation for scale.
Q: Will I lose clients by narrowing my offer?
A: No — you’ll attract better-fit clients and waste less time with price shoppers. Clearer outcomes = higher trust = faster conversions.
Q: How do I name my productized service?
A: Use this formula: [Timeframe] + [Outcome] + [Qualifier]
Example: “30-Day Brand Launch Kit for Wellness Coaches”
Q: Can I still offer custom work?
A: Absolutely. Productized offers create a baseline. You can always upsell to premium or custom tiers after building trust and clarity.
Ready to Treat a Service Like a Product?
Stop selling your time. It’s time to turn what works into a scalable product that you can price and sell with confidence again and again.
ThinkDMG helps service-based businesses, coaches, consultants, and agencies build irresistible, productized offers using the $100M Offers mindset. Book your free consultation with us. Let’s name it, frame it, price it — and make your offer the easiest “yes” your client says this year.
🚀 Ready to Turn Your Service Into a Scalable Product?
At ThinkDMG, we help small business owners create irresistible, systematized offers using Alex Hormozi’s $100M Offers framework — without the guesswork.
Whether you’re a coach, consultant, agency, or local pro — we’ll help you name it, frame it, price it, and make it magnetic.
