Talking About Your Services Shouldn’t Feel This Hard

January 26, 2026
Kelly Schaefer

Talking About Your Services Shouldn’t Feel This Hard

This came up during Open Office Hours inside the Fully Booked Business Club recently … and I see it all the time.

Someone knows what they do.

They’re good at it.

They’re already helping people.

And yet, when it’s time to talk about their concierge services out loud, everything tightens.

The sentence gets longer.
The explanation gets heavier.
And suddenly what felt clear in their head sounds like a run-on sentence.

If you’ve ever walked away from a conversation thinking, “Why did I say all of that?” … you’re not alone.

The pressure that trips people up:

Most people struggle because they’re trying to explain everything about their business at once.

They’re trying to:
cover every possible service
Define the future version of their business
Explain about all the things they do (it often sounds like … “I do this and that and that and also that and help these kind of people and also this type of person”)

That’s a lot of pressure to put on one moment.

And it’s why talking about your services can feel harder than actually doing the work.

What I reminded someone of during Open Office Hours

During Open Office Hours, someone shared that her business is evolving.

What started simply is naturally becoming deeper and more meaningful. And she felt stuck trying to explain that shift without overcomplicating it.

This shows up constantly in concierge and senior concierge businesses, especially as services evolve and deepen.

Here’s what I told her:

You don’t need to fully define the end version of your business in order to talk about it now.

Businesses grow through relationships, not perfectly worded explanations.
You’re allowed to speak from where you are today.

Where clarity actually comes from

Clarity doesn’t come from listing everything you do.
It comes from anchoring into what you actually help with.
People don’t need your full service menu in a casual conversation. They need a clean understanding of how you help.

👉If they want to know more, they’ll ask.

And if they don’t ask, that’s not a problem to solve.
Learning how to explain your services clearly doesn’t come from saying more … it comes from trusting what already makes sense.

A moment that says everything

On another group coaching call, I asked everyone to share three simple things:

their name,
where they live,
and who their core niche is.

One woman shared hers so cleanly that I stopped her and said:

“That’s the most clear I’ve ever heard you explain your business.”

Not because she said more.

Because she said less.
It wasn’t a run-on sentence.
It didn’t come with disclaimers.

She didn’t try to explain every possible direction her business might go.
It was grounded.
It made sense.

You could feel the confidence in it.

Why run-on sentences are a red flag

When talking about your concierge business feels like a run-on sentence, it’s usually a sign that you’re overcomplicating it in your head.

People tend to keep talking when they’re trying to:

Justify their work
Protect against misunderstanding
Avoid “missing” an opportunity

But confidence doesn’t come from explaining everything.

It comes from clarity … and clarity often sounds simple.

What to try this week

If talking about your services feels awkward or exhausting, try this:

Use one sentence … and stop.
Say what you do in one grounded sentence. Pause. Let the conversation breathe.
Use examples instead of explanations.
Share something you helped someone with recently rather than listing services.
Notice when you’re filling silence.
Silence doesn’t mean you’re unclear. Often it means the other person is processing.

If you’ve been overthinking how to talk about your services, this is your permission to keep it simple.

Final thought

You don’t need to sound impressive.

You need to sound clear.

Your confidence doesn’t come from saying more. It comes from trusting that what you do already makes sense and YOU are already enough.

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Thinking about starting a concierge business but not sure what you need—or where to even begin? The Concierge Starter Kit includes the exact templates, client forms, flyers, and tools I used when I first got started—plus a video walkthrough showing you how to use them all. I also cover what kind of insurance actually matters (and what’s just noise), so you can skip the overwhelm and start on solid ground.