Jun 272012
Recently I guest wrote a newsletter article for the Training Wheels newsletter and offered to answer some business questions from their readers. The response was so good that I want to offer the same thing to our readers here. Here was the first question I received:
Hi Paul,For the last 5 years we’ve being focusing a service and we’ve done pretty well, but I feel we might be missing something. What different strategies should we consider when selling a service versus selling a product?-Graham
Graham, that’s a great question!
The first thing to know is that a service sale typically has a longer sales process than a product sale does, unless you are needing to have a plumber come and fix a leek or some other emergency service. It is important to be able to talk to the individual who is looking at your service. Most services aren’t purchased with the click of a mouse! Which means you have to have a way to get him to contact you, such as a website with copy written to get the prospective client interested enough to call or email you.
Often the biggest mistake that a service provider will make is not being descriptive enough about the service in their marketing material. If the phrase “custom designed” is on your webpage and you aren’t selling furniture, odds are that you aren’t selling much of your service either.
So now readers, what else do you see as the difference between products and services? Comment away!
Also if you have a business question for us, shoot me an email! paul@strategic-adventures.com
Paul
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One Response to “Adventure Business Questions”
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In either case, as business owners, we are service providers. Companies that offer a product are truly offering a service. Here is what I mean in one sentence and it directly answers the questions posed by your client:
“It is always about the client’s perspective and any product or service solves a problem or fills a void for the client.”
I really do not think there are too many ‘different’ strategies to use when selling a service versus product. In either case, building relationships first, are key. Then being able to communicate the benefits of your service or product, IN THE VALUES of your client’s, is the next step to sales.
In order to do this, we must be of high integrity and passionate about what we offer. It could be a burger or ‘how to create a burger.’ Both solve a problem for the person buying either one.