Business Selling Services
Tips for Selling Services
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 own features 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 questions is 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.
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.
If you can appeal to the emotions of your prospect, you will win the sale. This goes for any type of the 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.
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.
There are a couple of 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.
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