Most freelancers sell pieces.
A website here.
An ad campaign there.
A funnel over here.
But what businesses really need is not more pieces.
They need someone who can connect the pieces.
They need the glue.
And that is what you must sell.
Why Selling Pieces Keeps You Small
When you sell pieces, you become easy to replace.
If a client sees you as “the website guy” or “the ads girl,”
they can always find someone cheaper.
You are one piece in a giant puzzle they are trying to figure out.
And when the results are not there, guess what gets blamed first?
The pieces.
Even if you did your job perfectly, the system was broken from the start.
And you get caught in the crossfire.
Selling pieces puts you on a hamster wheel.
Always hustling.
Always chasing.
Always starting from scratch.
What It Means to Sell the Glue
Selling the glue means you are the one making sure the pieces work together.
You are not just building a website.
You are connecting the website to the ads, to the CRM, to the brand, to the sales team.
You are not just launching a funnel.
You are making sure the funnel is part of a larger strategy that moves the business forward.
You become the person who sees the whole board, not just one square.
And that is priceless to a business owner.
How to Position Yourself as the Glue
- Talk about systems, not services. Show how you bring all the moving parts together.
- Lead with strategy, not execution. Focus on the bigger picture.
- Speak their language. Business owners care about growth, profit, and time saved, not deliverables.
- Own the outcomes. Position yourself as the one who makes sure everything works.
When you are the glue, clients do not want to lose you.
You become essential, not optional.
Stop being another piece of the puzzle.
Be the one who makes the puzzle complete.
Sell the glue.
Own the outcomes.
Grow your impact, and your income.
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