If you’re providing a service and find you aren’t getting as many qualified prospects to become clients as you like, you may want to examine an often overlooked yet significant factor: the way you package your service.
Why You Need A ‘Package’ for Your Service
Let’s face it. Selling an intangible service is not the same as selling a tangible product for a lot of reasons. I won’t go belabor the details, but it is sufficiently different because when someone decides to become your client, they’re not (yet!) getting your service. You see, technically they can’t!
With a tangible product like a hot dog from a vendor, you immediately know what you’re getting. But, how can anyone know what they’re getting at the time they’re buying your service? Afterall, they haven’t experienced your service yet, right? And, they certainly haven’t enjoyed the benefits of your service, either. So, what are they buying in that magical moment when they commit to become your client and avail themselves of your service? It’s the implicit PROMISE . . . that they’ll (eventually) enjoy the benefits you offer them.
By the way, before we go any further, let me clarify two things. First, I’m assuming that you have adequately defined the benefits of your service so that qualified prospects can identify what’s in it for them if they buy it. Second, I’m assuming that you have already sold yourself to your prospect by intentionally developing a relationship with your prospect through the things you’ve said and done with your prospect starting from the moment you first met.
So, if you are acceptable to your prospect and your service’s benefits are truly attractive, but your otherwise qualified prospects aren’t buying . . . it might just be the way you’re packaging your services.
To recap this PART 1 on Packaging Your Services:
• prospects can’t experience the benefits of your service until some time passes
• a ‘package’ is how you make your intangible service . . . tangible
In PART 2, I’ll reveal how to construct intangible service ‘package’ — so you can do the same!
Don’t want to wait? Download the full Special Report . . . NOW!