What is it?
The Self Service Effect is all about reaching new potential clients in new locations and at a lower price point by providing the means for them to “serve themselves”.
Why does it work?
It works because it creates another version of your offering and another route to market. Some buyers can only access your offering at a certain price point and in a certain way, so creating a “self service” offering allows you to reach yet more potential buyers.
How can you use it?
Depending on your offering, this isn’t always applicable. From providing vending machines for physical products, and kits containing all of the elements required to deliver a result, to providing online training or books and courses – it’s all about providing your buyers with everything they need to achieve the result they desire by themselves.
Example: Skincare Clinic
Original Offering:
In-person consultations and treatments costing £150+ per session, offered in a single clinic location.
Self Service Version:
You create a “Skin Confidence at Home” kit for £39, which includes:
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A step-by-step digital skin analysis (via your app or website)
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A 7-day treatment plan with recommended products
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Access to a private online community
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A discount code for a future in-person consultation
Why it works:
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You reach people outside your physical location
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You cater to buyers who can’t afford or aren’t ready for a full appointment
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You create a lead-in product that builds trust and can upsell later
See also
