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!).

Remember that service clients are buying a promise that you will do something for them to their satisfaction.

But there’s a problem with this… 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?

• Turn your service into a product.
Create tip sheets, templates, worksheets and supporting educational pieces that share your expertise at a fraction of the cost of having you consult directly. Websites are great for this.

• Package your different service levels.
Do your services vary based on custom needs? If so, package the most popular services together for maximum price efficiency. Think of cable and satellight companies and how they package channel options.

• 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. Find the niche that needs to be filled and fill it using what you already have set up. No need to reinvent the wheel!

• 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. This approach shows prospective customers you follow a logical approach and that you’re established, professional and capable.

Related Resources:
• NewFangled.com - Book Report: Selling the Invisible
• Entrepreneur.com - The Basics of Selling Services
• Entrepreneur.com - Selling Services

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One Response to “How to Sell Your Services Better”

1. Business Opportunities Weblog | How To Sell Your Services Better says:
   

   […] 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!). […]

   Posted October 4th, 2006 @ 9:39 am
   ----------------------------------------------------