How To Sell Your Services Better

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October 4, 2006 by Rich Whittle | 5 Comments

The Small Business Buzz:

Regardless of the type of service you sell, a potential client will have a certain degree of risk worry when buying. They don’t really know what will be getting until they see the final outcome (or have really good references!).

Services are intangible–you can’t see them, touch them, take them out of the box or demonstrate them. Yet this is exactly what you need to do to make them easier for your customers to buy them.

How do you accomplish this?

1. Turn your service into a product.
By utilizing this method, create tip sheets, templates, worksheets and supporting educational pieces that share your expertise.

2. Package your different service levels.
Think of cable and satellite companies and how they package channel options.

3. Combine your services and create a new offering.
Start by listening to what your customers are asking for and paying closer attention to their buying patterns.

4. Package your process.
When it seems impossible to package what you deliver, differentiate your company and increase your perceived value by packaging how you deliver.

Photo by mikecco.