Archive for the ‘For service providers’ Category
Are you a provider of a service? Do you have desperate hungry prospects looking for exactly the service that you offer– knocking on your door, calling you up, emailing and just waiting to get YOU and you only to do that job for them? Are your prospects motivated to buy from you?
Or does it seem more like your prospects are a bit slow or reluctant sluggishness. Okay, the recession is still with us despite what the economists saying it’s over. For many it isn’t. But don’t let that become an excuse in your mindset.
I’ve heard it said that tradesmen, freelancers and self-employed professionals get something like a 1 in 5 return on their prospecting. That means for every five people who prospects only 1 will become a paying customer. Now you may sometimes get more and sometimes get less but maybe that is an average over a typical year.
But just by using a few simple sales techniques you can offer your service in a way that could double or even triple that statistic.
If your prospects are not eagerly jumping at your offer, maybe it’s time to do some serious “tweaking” to your current marketing and selling efforts.
Okay, I know what a lot of you are thinking – “but I’m not a salesman”. Anyone who serves the public whether employed or self-employed for money and for a living IS a salesman or woman.
This site is about helping consumers get the very best services from the best providers and also about helping those providers offer their prospects a great service. So here are 3 tips on How to Sell Services Better:
1: How to sell services better means giving your prospects a better reason to hire you
Here’s a question: Are you motivating your potential buyers customers enough, or in the right way so that they really want to buy your service?
If they are not biting your hand off then maybe you’re not giving them sufficiently compelling reasons. If you think this is the case then ask yourself some questions like:
• “Can I offer my service in a different way?”
- “If I offer 10% off if they take action within 24 hours – would that work”? We all love a a ‘money off’ deal!
• “What questions could I ask my prospect to help them choose me above my competitors’ quotes?”
• “Could I communicate the benefits of hiring me better than I do already”?
• “AM I brave enough to ask my previous customers for testimonials and references to reassure new prospects
In summary: “What should I do differently that could get me from 1 in 5 to 2 in 5 success rate?”
2: How to sell services better means communicating the end reward for your prospect
For the benefit of yourself and your customer to be, it can be very effective to help them paint a mental picture of the end reward. That is what the eventual benefit of your service will be for them.
Often, prospects find it difficult to be motivated to buy a service if they are unable to get a clear picture of what the end result is going to be.
Most of us like to have a solid grasp of how things will look, feel, sound, and be different once a service has been bought. So keep the end result in mind when talking to your prospect about the work.
3: How to sell services better means facing down the negative, then believing and communicating the positive
It is normal for us that when we face an obstacle, or barriers, we can easily fall into an internal dialogue in our minds that sounds like, “It’s too hard,” “It’s not going to work”, “What’s the point?”
It is common, particularly in the current recession, to hear professionals, tradesmen and businesses saying: “No one’s buying anything at the moment” or “Nobody takes us seriously, or ”People are just wasting time” “I don’t know why I bother”, and so on. While some of this may be for understandable reasons it can also, badly affect your mindset and when that happens you run the risk of being pulled into that negative way of thinking. This kind of mindset can easily communicate itself to your prospects (even when you don’t realize it!) whereby they lose confidence and motivation to buy from you.
This has been described as the “conspiracy of mediocrity,” After all, what better way for your competition to steal success from you than to convince you that your own hopes of winning a new customer are doomed? So don’t get dragged into that way of negative thinking. Ignore the conspiracy, take yourself away from that negativity and reinforce your thinking with a more positive mindset by practicing the benefits of your service.
If you really want to motivate your prospects to buy and give them total confidence in hiring your service, then it is imperative that you take away from them from the burden of a negative mindset. Change the way you talk about your service even invent a new type of approach. Take the time to really listen to what they’re asking for, answer their needs, and they’ll soon be desperate for you to help them.
Be strong and confident in your approach be convinced that not only are your services the best but that the benefits of hiring you by far outweigh the costs for any prospect.