There are major differences in the approaches to selling products versus services. Customers feel differently about the nature of the two as well. Products like a new power tool, a new line of mineral makeup, or carpeting are definitely more tangible than a message, a way of investing, or insurance policies.

The following principles can be adopted in into a seller’s technique in order to approach the idea of selling services more successfully.

• What are the customers looking for? By trying to understand their true needs, you will be better able to accommodate what will satisfy them. For example, a counselor would need to address what kind of therapies the client is interested in or has tried before. Are they open to art therapy? Natural or holistic therapies? Should the session be talk centered only? Would a support group be of benefit? If the client’s wishes are first explored, you are better able to make them happy in the long run.

• Be consistent. Create services that people value and are interested in. Then, be sure to accurately communicate them to your customers and follow through with what you offer. Consider the real life scenario involving a mini storage facility. The storage company had several plans to meet the needs of its varying clientele. It offered month-to-month options, as well as three, six, and twelve-month leasing opportunities. It operated in a climate controlled and secure area. In addition, it also claimed to offer free assistance via the company van for moving items into the building. Many were impressed by the high standards and helpfulness demonstrated in the advertising. However, the pricing that correlated to the length of stay had major price increases, which were not published. And, the company’s moving van was unavailable for nights or weekends. This created confusion and dampened the initial excitement clients felt upon reading the advertisements and brochures.

• Make the benefits of your services interesting and helpful. Your customers need to know how important or insightful your work can be even if in the past it has been mundane or required. For example, if you are working as a professional engineer and performing a survey on a piece of property for a customer, you can go beyond finding the section corners and boundary lines. Moreover, you can give them information about area zoning, any minerals or wells on the place, the possibilities for development and so on. Lay people no little about this business and any information or additional help you can provide will be extremely valued.

• Differentiate verbally your services from the competitors. Is your company on a different level with regard to deadlines? Are your employees trained in a specific way or do they have special certification that others lack? These facts are key in helping you to establish why your business is world’s apart from the rest and why people should make a sale with you. Demonstrate your cutting edge methodology that distinguishes your business. Perhaps you have a yoga studio. The public needs to know why your teaching is special and should be preferred over other instructors. Advertise that you just returned from India in your marketing. Drop the names of masters you have studied with in your brochures. What are they doing different in Iyengar yoga these days and how are you working to share that with your students so that they stay abreast of current trends in the field.

• Further solidify your relationship to the customer by eventually leading them to put all of their similar work with you. Let’s say that you own a landscaping business. If one of your biggest clients entrusts you with the aesthetics of his home, wouldn’t you like to also take on the responsibility of his office- even if it’s across the city? He may be using another landscaping firm for his business headquarters and another for the purposes of taking care of his mother’s house in the suburbs. You can deepen your client relationship by becoming the sole supplier of services to this person. You can simplify his life and promote an image of maintaining serious responsibility.

When you advertise your services, be proud of your uniqueness and communicate it to the public. It’s your job to let people know why you are different. They may no little about your line of work, but sharing the truth about what the facts are can help to create a positive image in their minds about your services.

When you sell services, it can be much different than selling products. However, keep the previous points in mind. Work to understand your client, accurately communicate your uniqueness, and follow through with what you have established to be your standard of quality.

Author: Rick Sheldon has 18 years experience in the Promotional Products Industry and is currently President of Click 4 Promos.com a discount Online Promotional Products Company He can be contacted at 877-238-2421 or go to his site: Promotional Items

email: info@click4promos.com

Phone 1-877-238-2421

Click4promos.com
46881 SE Highway 26
Sandy, Oregon 97055

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