How to sell services to a client: a step by step guide

2024 Author: Howard Calhoun | [email protected]. Last modified: 2023-12-17 10:16

Many sellers have to sell not goods, but services. This area is in demand. Such services are provided in medical, educational institutions, beauty salons, taxis. They are provided not only by companies, but also by individuals, performing certain work. But not everyone knows how to properly organize a business so that it brings a stable and high income. How to sell services will be described in the article.

Why is this needed?

Often entrepreneurs are encouraged to sell services with goods. Many companies pay more for this. But not all sellers understand why this is necessary. Is it possible to sell services if the business has just opened? It is necessary to do this. You just need to use proven methods.

It all comes down to the fact that the service is considered a high-margin product, that is, the profit from it is higher than from goods. For example, the mark-up for an air conditioner may not be noticeable; during the season, the sale of this equipment often brings a small profit. But if the installation of equipment is ordered, the company will receive a high income that will pay for everything.

Principles of selling goods

All people have different methods of obtaininginformation: a person can be visual, auditory or kinesthetic. Some remember everything visually, others by ear, and still others by touching the object. For a full-fledged person, all 3 methods work, but there is always a more comfortable one.

Selling something to visuals and kinesthetics is difficult. The seller can talk a lot about the product, but if the buyer does not see or touch it, then it will not be easy to sell it. Many customers are looking for products on their own, so they are guided by the senses. So it's important to use marketing methods that are suitable for most people.

Features of the implementation of services

A service is considered a more delicate thing. In order for the client to like it, you need to learn how to present it correctly. How to sell services? You should be guided by proven principles:

• services must be of high quality, otherwise they will not be popular with customers;
• training of salespeople plays an important role, since in many ways the success of trading depends on them;
• it is important to create visualization of services: brochures, flyers, posters, folders, presentations - this is how buyers perceive information better;
• customers need to be sure of safety, receiving a personalized approach.

If you consider these rules, you can properly sell goods and services. This will help attract customers who can become permanent. At the same time, it is necessary to improve the work of your company, improve the quality of service and find new methodsattract buyers.

Step by step instructions

What services can be sold? Any, the main thing is to use proven methods:

• you need to choose the implementation method according to the needs of customers;
• introduce unique features that are unlike competitive ones;
• important to clearly position the company;
• must use flexible pricing;
• need to create a convenient shopping process;
• must advertise services;
• an individual approach is important for each client.

With these principles, you can promote any service, making them in demand. It is important to choose an appropriate delivery method, such as telephone, internet, or other media.

Visualization

Consumers need to see the work, so they need to showcase a video or photo. You can provide consultations, conduct trainings. If this is an informational work, then you can submit reports on electronic media, for example, screenshots, presentations.

Consumers need to evaluate performance, so show them. Facts about the work done are of great importance. If the consumer is satisfied with everything, he will definitely seek help.

Sale of services by phone

This type of sales is considered one of the most difficult. Now various companies work this way: banking services, Forex. Investments, installation of meters, internet connection. How to sell a service over the phone? It is necessary to focus onthe following rules:

• due to high competition, good sales scripts are needed to help establish contact with customers;
• sellers should use sales techniques and also know everything about the services they offer;
• important to be able to handle objections and close deals properly;
• telephone sales should be done using paraverbal communication - intonation, voice;
• It is important to make the required number of calls in a specific period of time.

It should be borne in mind that whatever service is offered, if it is in demand, you need to find a client. This is often done through trial and error. It is necessary to control the work of competitors.

Internet use

How to sell legal services, as well as medical, transport? It is necessary to have a website designed according to modern requirements. What services can be sold with it? Great for booking tickets, making translations, consulting in various areas of life.

The site should have informative, optimized articles. There should be feedback, a function for accepting payments, a section with reviews. It is necessary to take advantage of social networking opportunities that can be used to create a community. This will allow you to connect with buyers. On the Internet, you can create ads in other ways.

How to lure customers?

Business needs strong people. And if there are a lot of clients, you shouldn'trelax. Competitors can lure them to their side at any time. How to sell services so that there are always those who want to buy them? It is necessary to use poaching methods. Now this is practically the only option to increase sales.

Competitors have pros and cons. On the shortcomings, you should build a marketing policy. It is important to offer more favorable conditions than in other firms. For example, ISPs offer free connection and setup. Such techniques will help to gain many new customers.

Dumping

How to sell services so that it brings high profits? You can use dumping - a decrease in value (below the market). This tactic is needed to force small firms out of the market. Dumping is great for promoting a company.

Only keep in mind that those customers who came for the price can quickly disappear. They will not be permanent because they are attracted to better options that may appear in other firms.

Mistakes of competitors

How to sell services in other ways? You can take advantage of your competitors. You have to take advantage of this. For example, if a provider has a communication outage, then competitors whip up panic using the media. At this time, it is important to offer more favorable conditions.

Secrets of a successful sale

You need to focus on the customer, not the service. This is the key to success in business. For clientyou need to become a friend who is attentive to his interests. Service users care about every little detail. You should quickly respond to requests, phone calls, and also greet politely. First impressions matter.

Company must be honest with consumers. Therefore, promises must be kept. Only for quality services will apply. If discounts and promotions are offered, then all this should be real for the client.

Proper positioning of services is needed. Consumers evaluate this based on personal experience. This is how the public opinion about the work of the company is formed. If one consumer liked the company's activities, then he will offer other people to use its services. Each person is unique, therefore, with the help of an individual approach, a positive attitude towards the work of the company can be formed.

Demanded Services

Now top selling services:

• household;
• informational;
• promotional;
• transport;
• specialized.

Household services will always be in demand as people constantly need help in their daily lives. It can be home renovation, cosmetic work, hairdresser. Ateliers, clothing repair, dry cleaning are in demand. It is not for nothing that many such firms are opening now.

To household services include caring for the sick, children. Some use such help due to lack of time, others - due to lack of skills. Opening a supply companypersonal services does not require large investments, compared with other types of business.

You can sell household services using advertising, publications on the Internet, distributing brochures and booklets. It is necessary to regularly arrange discounts and promotions for customers, and then they will become permanent.

Information services are in demand. They allow you to receive advice from specialists in various fields: recruitment, client search, audit, advising on special issues, collecting information, training courses.

Information services can be advertised through radio, television, newspapers, the Internet. Each client should be provided with a business card, a booklet with activities. An individual approach to each person helps to attract buyers of services.

Advertising services that every company needs are popular. You can create banners, organize events, place ads. The services of animators and promoters are in demand. Companies need help creating websites and promoting them.

Transport services are popular in Russia. It can be the transportation of goods, passengers, courier delivery. For this activity, all types of effective advertising are in demand. Specialized services include medical, legal, technical, construction. Each of these areas is promoted through proper sales management.