63% of people requesting information on your company today will not purchase for at least 3 months – and 20% will take more than 12 to buy. That jaw dropping statement alone is capable of driving business owners to call their sales manager to push sales to ensure a green-line profit for the next financial year
The act of selling a physical commodity couldn’t be more different from selling a service. Although both acts are transactional in nature, in the sense that they’re both performed in exchange for a value (mostly monetary) the way in which the respective sellers approach the task at hand couldn’t be more different from the other.
In the following paragraphs you will learn about platforms reinventing themselves and relearning how to sell services.
Table of Contents
How do you sell a service?
The problem with selling a service is tangibility. For example, a vehicle like an automatic scooter. The one that markets it and tries to sell it on the open market knows exactly what the use of the scooter is and has a broad idea of how the product is set to be utilized. Selling key features like excellent mileage when compared to a car, being able to zip thru traffic etc are the obvious and easiest paths a marketer would prefer to take.
On the other hand, selling a service like a 2-wheeler taxi service wouldn’t be as simple as unlike the comparison points the buyer could draw with buying the 2-wheeler. The service being offered would in-theory be the same – transportation from point A to point B, but the buyer would have to understand which service fits a personal, specific need. Sometimes it would require the seller to customize the service to make the product fit the intention of the buyer so as to complete the sale. At this juncture, salesmen would be left wondering…
How do I get people to buy my service?
To understand how to sell, as a marketer you’d have to first understand yourself/your company. A simple SWOT analysis would make it easier for you to be able to get to know where you stand in the sea of sellers. SWOT stands for Strengths, Weaknesses, Opportunities, and Threats.
Listing out the above will make it easier for you to understand the ways in which you are unique as opposed to your competitors. Using your uniqueness and learning to convert that into a strength is a great way to capitalize on an opportunity that was sitting in your back pocket all along. You wouldn’t have to work for it at all.
Where can I sell services online?
The online platform is the one place where the sale of services feels natural. Its like the world wide web was made for the sale of services. Physical stores were a necessity when the sale of physical goods was in question but selling a service back-then seemed forced.
There is no better way of selling a service than on your very own website. Having your own website give your brand of offerings a personality and helps cement your place in the market. Your website helps you generate business, increase brand recall value, promote goodwill in front of customers and target audience, as well as deliver strong marketing messages. Think of it this way, your website delivers your marketing message 24 hours, 365 days in a year! If you do need a website contact us and well get you up and running within 48hours.
Of course, platforms do exist where you could host your services so as to reach-out to a potential customer but commissions are involved and sometimes they don’t come cheap.
Affiliate marketing helps gain reach into a market that you wouldn’t necessarily have any place in and helps you the marketer sell to a customer that didn’t even know that you existed. It’s a great way to
How do you approach a customer to sell a service?
Your approach to a potential client matters greatly. Unlike a brick-and-mortar store that would have people physically passing by – online you’d have to drive traffic to your website. Online organic traffic are the people who are genuinely searching for something that you specifically have on offer. Beside organic traffic, you could put up advertisements on search engines like google (paid traffic) or on Social media websites like Facebook (paid traffic). Though Facebook and Google aren’t a sustainable way to market your business, they’re a great way to get started
First
- drive traffic to your website,
- make a lasting impression with the professionalism that your website conveys,
- win your customers trust by getting them to know what is on offer and
- present them with an offer that they can’t refuse.
Strategies to achieve this 4 step process are ready to be implemented with iNKRAFT.
How to approach a business to sell your services?
Getting customers to be a client vs getting a business to be a client may seem like the same thing as far as a seller of a service is concerned. Selling an apple is just that irrespective of who you are selling to. Though flawed, this mindset belongs a majority of the people at large. Businesses have a decision-making process with a team overlooking it whereas organic traffic is exactly that, organic. Its more personal.
Firstly, take a look at your present clients or just your organic circle to see who can recommend your service to their immediate circle. Connect with the problem faced by your customer. See how your service fits into the framework of problem solving. Write – content creation matters to sell what you have on offer. Businesses are still very active in the Email game so pushing out an email campaign will only help. Cold calls, though investment intensive aren’t dead either. As things start to look up, hiring a person to do the marketing/sales is always a good idea.
“You can have everything in life you want, if you will just help enough other people get what they want.” – Zig Ziglar
Answering questions like how to sell website design services, how to sell web development services, how to sell cloud services, how to sell payroll services, are all extremely detailed though on the face of it, they all seem to be the same.
How to sell website design services Vs. how to sell web development services.
Website design services are the creative front-end that is more UI/UX based Web development services are the back-end inner-workings of the machinery. They always go hand in hand and one is useless without the other. iNKRAFT has great design services with a robust backend to help you get what you need out of your website.
How to sell cloud services?
Selling Cloud services to a company requires a command over automation, security, and network management over and above the obvious storage extension.
Each customer has a specific need but they can all benefit from how the Cloud can
- Prevent the capital investment in hardware and software.
- Avoid hiring of an IT team for maintenance.
- Benefit from flexibility and scalability.
- Move from a device-by-device model to a cost-effective user-based structure.
How to sell payroll services
This is a question whose answer has evolved over the past few years. Lately, the 3 types of payroll outsourcing involve:
Base Rate fees: irrespective of how many employees are hired the fee remains the same. Weekly payroll dictates a lower base rate while fortnightly and monthly systems are command a higher rate.
Pay Per Employee Fees: over and above a retainer, your client pays you a set fee per employee on the books.
Tax Filing Fees: Companies prefer to see that the government gets its due to see that employees don’t skip the taxes landing themselves and the company in a soup. Payroll services can charge for filing of these. Add-on services like these are almost always complimentary.
In conclusion, selling intangible products is selling who you are. Finding the uniqueness in you requires a SWOT analysis that isn’t too time consuming. Gaining the trust of a potential client is easier when you are merely amplifying your inherent qualities. Use what you have learned above to understand how to sell you to the people that need you to connect to their goals
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