159 - Stop Selling Services. Start Selling Value.
When markets shift, most service firms chase new clients instead of fixing the real issue: their offer. Learn how to reposition your business around value to regain growth and build a durable, future-proof company.
Stop Selling Services. Start Selling Value.
When markets shift, even the strongest service businesses feel the pressure. Clients pause contracts. Pipelines slow down. What worked yesterday suddenly doesn’t.
In this episode, we delve into one of the most overlooked truths in business strategy: your growth problem is often not a marketing problem, but rather an offer problem.
I share the story of a client who ran a profitable B2B service firm. Within 60 days of a market downturn, they lost clients and their pipeline dried up. Instead of chasing new leads, we took a step back and rebuilt their positioning, shifting from selling “services” to selling value.
That single change reignited demand. Why? Because clients don’t buy deliverables, they buy outcomes. They buy the impact your work creates, not the hours or tasks you complete.
This episode will help you determine whether your current offer remains aligned with what the market truly values and show you how to adapt before losing momentum.
If your business growth has stalled, start by asking:
“Am I selling a service, or am I selling a result?"
Highlights:
00:00 Introduction: A Client's Struggle in a Shifting Market
00:11 Repositioning for Value Over Service
00:18 Regaining Momentum and Growth
00:23 Advice for Service Businesses Facing Downturns
Links:
Website: https://www.marcogrueter.com/
LinkedIn: https://www.linkedin.com/in/marcogrueter/
Transcript:
One of my clients runs a very profitable B2B service firm, but when the market shifted, they lost clients and the pipeline dried up within 60 days. What we have done, then we repositioned them more on value than just standard service delivery. This helped the client to regain momentum and grow as they used to be.If you're facing a downturn in your service business, fix your service offering first. That's mostly the biggest leverage effect you can have.