Selling the invisible can be harder than selling a physical product.
If you are a service-based business then the ability to sell is vital to your long-term success. Selling professional services is however different to selling products. You are selling your experience and skills in the form of billable time. It requires operating on a higher selling level.
The person responsible for selling that service must have a focused mindset, in-depth knowledge and the skill to clearly articulate the value of the service and transmute what is often a “reluctant-but-necessary” purchase into hard cash.
Raising your profile
Reputation is very important! Think about your last significant or expensive purchase.
How did you decide what to buy? If you’re like most people, you probably made your decision based on the reputation of the brand or organisation.
Now imagine you’re the company that is trying to build a powerful reputation. How do you establish that reputation to meet your projected sales targets?
A good offer, which is compelling, persuasive and leaves the recipient with a clear notion of what they must do, can make all of the difference in the overall effectiveness of your direct marketing.
In order to craft these highly productive offers, here are the elements which should be considered:
- Your offer should feature something new (product, service, price etc)
- Your offer should feature a sale price or special discounted rate
- Your offer should feature a bonus gift (free report, discount code, extra level of service etc) for purchasing, registering, repsonding, visiting
- Your offer should feature a time limit to encourage prompt responses (you want to create a sense of urgency)
- Your offer should feature a clear call to action for the recipient (‘call now to claim your…’, ‘register your details online with the offer code to…’, ‘follow us and like our page to…’)
The best offers include several of these elements. Think about how else you can improve your next offer to your existing and propspective customers – make sure it is clear what you are asking them to do to take advantage of the offer and put a time limit on it to encourage them to act promptly whilst it’s still fresh in their mind.
Last month two clients asked us to help in this area following last minute requests for them to deliver presentations. We’ve not come across a more simple and effective formula for writing a speech as the one outlined below.
If you’re unexpectedly asked to present something and you’re unprepared, or if your presentations lack focus, just follow this formula:
- WHAT is it you will explain?
- WHY is it important to know about it?
- HOW will the listener use it?
- EXAMPLE of how it works (or how others have used it – case studies)
This is simply a nuts and bolts approach to writing a speech or giving a presentation and identifies the most critical elements for success. If you can cover each of the above points, your presentation should meet your objectives and also communicate the right things.
Preparation is key but even if you only have time to run through it a couple of times, try to do so. Record yourself if you can to help identify any areas of weakness or if not imagine yourself “on stage” delivering the presentation and critique your performance afterwards in your mind – what worked, what didn’t?
Have you ever caught yourself thinking “so what” when somebody is telling you what makes their product or service so amazing? This isn’t an uncommon reaction because most people are only telling you about the features of their product or service, and forgetting to explain the benefits entirley.
Relying on your prospective customers to extrapolate the benefits to them of using your products or services is risky. They may not understand your products and services well enough or it may even seem too much like hard work – especially if you have a savvy competitior who has done all the hard work for them.
In marketing we have a phrase called FAB – features and benefits.
What makes you different? Better yet, what makes you Different? Have you really sat down and thought about what makes your product or service Different? Now, I don’t just mean what you THINK makes you ‘different’, but what REALLY makes you ‘Different’ (note, this is a capital ‘D’ type of different). Continue reading
Set time aside to implement your customer acquisition strategy
Acquiring new customers is all about opening up new relationships and that is all about how you present yourself and your company.
Here are eleven tips for acquiring new customers: Continue reading