营销策划

    今日:150| 主题:37668
收藏本版 (15)
网络、PC端、移动端的营销、策划实战和资讯。

[其他] 7 Things You Need to Know About Selling Services

[复制链接]
假玩笑 发表于 2016-10-7 12:47:23
143 4

立即注册CoLaBug.com会员,免费获得投稿人的专业资料,享用更多功能,玩转个人品牌!

您需要 登录 才可以下载或查看,没有帐号?立即注册

x
Let’s start with a question.
  Does your business provide a service, rather than a physical product?
  If so, you probably understand the challenges of getting prospects to see the value in what you offer. After all, it’s not always easy to explain the features and benefits of something that the prospect can’t see, right?
  Well, what I’m going to say might be a bit hard to believe.
  Selling intangible products isn’t as difficult as you might think it is. No really, it isn’t! If you use the right methods, you can get your prospects to see the value in what you offer.
  This post will help you    sell more effectivelyif you have a service-based business. When you put these tips into action, you will notice that your prospects are far more open to becoming your clients.  
  What’s the Issue?

  The reason selling intangible services can be tough is because you don’t have an actual product that the customer can see. You can’t really show them how it works. Its features and benefits aren’t as easy to see.
  This means that you need to be able to paint a picture that can get the prospect to see how your service will benefit them. That’s not easy. It’s like trying to describe what an Ewok is to someone who’s never seen Star Wars. You might be explaining it the right way, but you can’t be sure that the other person knows what you’re talking about.
  Yes, I did just use a Star Wars reference.
  The key to selling services is to focus on demonstrating that you understand your prospect’s problems. You also need to demonstrate that you know how to solve them.
  Tips for Selling Services

  Be the Product

  If you’re running a    service-based business, YOU are the product. That means you need to sell yourself just as much as you’re selling your service. You have your    ownfeatures and benefits, don’t you?  
  If you want prospects to become clients, you have to get them to view you as someone who is reliable and trustworthy. You need to get them to like you.
  You probably already know this, but people buy from those they know, like, and trust. It’s important that you work hard to build a strong connection with your prospects.
  Before trying to sell, you should develop a relationship first. Build some rapport. Let them get to know you. The better you are at building rapport, the more you will increase your chances of closing more deals.
  Understand Your Prospect’s Needs

  Because you are the product, you have to know how to position yourself the right way. This means getting your customer to see you as their resource. You need them to see that you’re the one who can solve their problems.
  If you’re going to solve their problems, you have to demonstrate that you understand what their problems are. You have to ask effective questions that allow you to get to know them as well as you can.
  The awesome thing about    asking great questionsis that it doesn’t just allow you to get to know your prospect, it also helps you form a better connection. As your prospect tells you about herself, she will start to trust you more. It’s because you’re taking a genuine interest in her needs and wants.  
  Focus On the Outcomes

  In the end, your prospect doesn’t care about the service you offer. They care about how it’s going to help them. They care about what’s going to happen after they hire you. You need to focus on outcomes.
  Convincing your prospect to become a client means showing what life will be like after they start using your services. You have to get them to see how much easier things will be when you’re working for them.
  Here’s an example.
  Let’s say you’re a leadership consultant. You help companies make their leaders more effective. If you’re looking to gain your prospect’s business, you’re not going to spend a lot of time talking about the things you’re going to do. You’re going to talk about how much more efficient their teams are going to be. You’re going to talk about how much they will increase their revenue as a result.
  That’s what your prospects need to know.
  Focus On Feelings

  Feelings are important. Why? Because emotion is what fuels most of our decision making. It’s true. We tend to make our decisions based on how we feel.
  According to sales expert Jeffery Gitomer,
  “The head is attached to the price, the heart is attached to the wallet. If you jerk on the heartstrings, the wallet comes popping out of the back pocket.”
  If you can appeal to the    emotionsof your prospect, you will win the sale. This goes for any type of influence. In order to get people to take action, you have to get them to feel something.  
  Of course, in order to appeal to their emotions, you need to know what they want to feel. You need to know what they are passionate about. And you need to bring it up in the conversation.
  You also need to know how to make your prospect feel comfortable, They want to feel safe with the idea of doing business with you. When they feel a sense of security, it will make them feel better about becoming your client.
  Of course, this doesn’t mean that you shouldn’t appeal to logic. You still need to give logical reasons for why your service is right for your prospect.
  Lastly, you can’t be afraid to show emotion yourself. No, I’m not saying you have to give a long passionate speech with a John Williams musical score behind you.
  I’m just saying that it’s a good idea to show your prospects that you’re passionate about what you do. They need to know how much you love helping people like them. This type of emotion is what people can connect to.
  Use Social Proof

  Since you’re selling something that can’t be seen or touched, you need to find other ways to get your prospect to see the value in your offering. You must prove to them that you are worth the investment.
  You need social proof.
  In his book, “Influence: Science and Practice,” Robert Cialdini discusses the fact that people are more likely to take a particular action if they know that a lot of other people have taken it as well. If you can show your prospect that others have used your services and gained a benefit because of it, you will greatly increase your chances of earning their business.
  There are a couple ways you can do this.
  Storytelling is highly effective in this regard. You should always have a few stories at your disposal. These should be stories about how you were able to help other customers who are similar to your prospect. Tell them about specific problems you were able to solve. It’s an effective way to give a concrete example of what you can do for your prospect.
  Of course, testimonials are also helpful. What better way to sell your services than to have your previous customers sell them for you?
  Tony Pour, founder of SellMax found that using this method of social proof has helped his business immensely.
  “Since we don’t sell actual products, we have to work hard to put our customers at ease. On our website, we have testimonials from previous customers who have used our services. This shows our prospects that we can deliver on our promises.”
  When you’re marketing your service, always include a few testimonial statements from your satisfied customers. When prospects see these, it will put them more at ease. If your service worked for your previous customers, it should work for your prospects too, right?
  Build a Brand That Differentiates Your Company

      Building a strong brandis crucial to the success of any company, but it’s especially important to service-based companies. Again, since your prospect can’t actually see your offering, they need something to connect to on a deeper level.  
  That’s what a strong brand can do for your business.
  Your brand is what will distinguish you from your competition. It gives your prospects a reason to choose you over the other companies in your industry.
  Branding is about defining who your company is, and what it stands for. It’s massively important that you understand this. If you don’t define yourself, others will do it for you, and this won’t always work in your favor.
  So what is a brand?
  Jeff Bezos gives the best definition:
  “Your brand is what people say about you when you’re not in the room.”
  Determine what it is you want to be known for. Figure what you want others to say about you when you’re not in the room.
  Here’s an important point to remember. Branding isn’t about the “what.” It’s about the “why.” Your brand is about    whyyou do what you do. Simon Sinek says in his famous    TED Talkthat you have to focus on doing business with those who believe what you believe. Your beliefs are your brand.  
  Successful branding is about perspective. It’s your    unique brand perspectivethat is going to make you stand out from the crowd. Find out what your unique brand perspective is, and work hard to communicate it to your audience. It’ll give you a way to connect with those you want to serve.  
  Conclusion

  Selling intangible products doesn’t have to be too difficult. As you can see, most of it is about selling who you are. The great thing about this is that you’re already unique. There’s nobody else who is exactly like you.
  When you are your authentic self, and you know how to get your prospects to like and trust you, it will become much easier to close more deals. Using the tips given in this post, you can build yourself into a product that people are excited about buying.
      TabletPhoto via Shutterstock
友荐云推荐




上一篇:如何运营推广一款新的app?上线前、后该做哪些事?
下一篇:在做知识营销之前,花几分钟了解下知乎的营销规则
酷辣虫提示酷辣虫禁止发表任何与中华人民共和国法律有抵触的内容!所有内容由用户发布,并不代表酷辣虫的观点,酷辣虫无法对用户发布内容真实性提供任何的保证,请自行验证并承担风险与后果。如您有版权、违规等问题,请通过"联系我们"或"违规举报"告知我们处理。

tiandi2050 发表于 2016-10-7 14:20:13
蜘蛛会不会上吊?
回复 支持 反对

使用道具 举报

怀萍 发表于 2016-10-7 15:16:00
LZ敢整点更有创意的不?兄弟们等着围观捏~
回复 支持 反对

使用道具 举报

黄露 发表于 2016-10-9 15:05:06
男女关系处理得好会传出佳话,处理得不好会传出闲话。
回复 支持 反对

使用道具 举报

Joesphlek 发表于 2016-10-28 01:59:57
你女儿在我手上,我不是你女婿。
回复 支持 反对

使用道具 举报

*滑动验证:
您需要登录后才可以回帖 登录 | 立即注册

本版积分规则

我要投稿

推荐阅读

扫码访问 @iTTTTT瑞翔 的微博
回页顶回复上一篇下一篇回列表手机版
手机版/CoLaBug.com ( 粤ICP备05003221号 | 文网文[2010]257号 )|网站地图 酷辣虫

© 2001-2016 Comsenz Inc. Design: Dean. DiscuzFans.

返回顶部 返回列表