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? Make it necessary. 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 the goods. For example, the air-conditioning margin may be inconspicuous; in 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, which will pay for everything.
Principles of the sale of goods
All people have different methods of obtaining information: a person can be a visual, audio, or kinesthetic. Some remember everything visually, others - by ear, and still others - by touching the subject. 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 and does not touch, then it will not be easy to implement. Many customers search for products on their own, so they focus on the senses. So it’s important to use such methods to sell products so that they are suitable for most people.
Features of the implementation of services
A service is considered a more delicate thing. To make a customer like her, she needs to learn how to present it correctly. How to sell services? It should be guided by proven principles:
- services must be of high quality, otherwise they will not be popular with customers;
- training of sellers plays an important role, since in many respects the success of trade depends on them;
- it is important to create a visualization of services: brochures, flyers, posters, folders, presentations - this is how customers perceive information better;
- Customers must be sure of safety, receiving an individual approach.
If you take these rules into account, you can correctly sell goods and services. This will help attract customers who may become regular. At the same time, it is necessary to improve the work of your company, improve the quality of service and find new methods of attracting customers.
Step-by-step instruction
What services can I sell? Any, the main thing is to use proven methods:
- It is necessary to choose an implementation method taking into account the needs of customers
- unique features that are unlike competitive ones must be introduced into activities;
- it is important to clearly position the company;
- It is necessary to use flexible pricing;
- You need to create a convenient buying process;
- need to advertise services;
- an individual approach is important for each client.
With these principles, you can promote any services, making them in demand. It is important to choose the appropriate implementation method, for example, by phone, over the Internet or other media.
Visualization
Consumers must see the work, so they need to show a video or photo. You can provide advice, conduct training. If this is an informational work, then it is possible to submit reports on electronic media, for example, screenshots, presentations.
Consumers should evaluate the results of their activities, so they should be shown. Facts about the work done are of great importance. If the consumer is happy with everything, he will certainly seek help.
Telephone sales
This type of sales is considered one of the most difficult. Now various companies work like this: banking services, Forex. Investments, installation of meters, internet connection. How to sell the service over the phone? It is necessary to focus on the following rules:
- Due to the high competition, good sales scripts are needed to help establish contact with customers;
- sellers must use the sales technique, as well as know everything about the services that they offer;
- it is important to be able to work with objections and correctly complete transactions;
- telephone sales should be carried out using paraverbal communication - intonation, voice;
- It is important to make the necessary number of calls for a specific period of time.
It should be borne in mind that no matter what service is offered, if it is in demand, you need to find a client. Often this is done using trial and error. It is necessary to control the work of competitors.
Internet using
How to sell legal services, as well as medical, transport? You must have your own site, designed according to modern requirements. What services can I sell with it? Booking tickets, translating, consulting in various spheres of life is great.
The site should have informative, optimized articles. There should be feedback, the function of receiving payments, a section with reviews. You need to use the capabilities of social networks that you can use to create a community. This will allow you to make contact with customers. On the Internet, you can create ads in other ways.
How to lure customers?
Strong business is needed in business. And if there are many customers, you should not relax. 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? You must use the methods of luring. Now it is almost the only option to increase sales.
Competitors have pros and cons. On the shortcomings should build a marketing policy. It is important to offer more favorable terms than in other firms. For example, Internet service providers offer free connection and configuration. Such techniques will help to gain many new customers.
Dumping
How to sell services so that it brings high profits? You can use dumping - cost reduction (below market). This tactic is needed to force small firms out of the market. Dumping is great for promoting a company.
Just keep in mind that those customers who came for the price can quickly disappear. They will not be permanent, because they are attracted to more profitable options that may appear in other companies.
Competitors Mistakes
How to sell services in other ways? You can use the mistakes of competitors. One must benefit from this. For example, if the provider has experienced interruptions in communication, then competitors are causing a 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 client, not the service. This is the key to business success. For a client, you need to become a friend who is attentive to his interests. Every detail is important to service users. You should quickly respond to requests, phone calls, and also politely welcome. The first impression is important.
The company must be honest with consumers. Therefore, promises must be kept. Only quality services will be sought. If discounts and promotions are offered, then all this should be real for the client.
Proper positioning of services is required. Consumers evaluate this based on personal experience. So there is a popular opinion about the work of the company. If one consumer liked the company’s activities, he will offer other people to use its services. Each person is unique, therefore, using an individual approach, you can form a positive attitude towards the work of the company.
Requested services
Now the best-selling services:
- household;
- informational;
- advertising;
- transport;
- specialized.
Domestic services will always be in demand, because people constantly need help in everyday life. This may be home repair, cosmetology work, a hairdresser. Ateliers, clothing repair, dry cleaning are in demand. No wonder many such firms are opening now.
To household services include caring for the sick, children. Some use this help because of a lack of time, others because of a lack of skills. Opening a company providing domestic services does not require large investments, in comparison with other types of business.
You can sell household services using advertising, publishing on the Internet, distributing brochures and booklets. It is necessary to regularly arrange discounts and promotions for customers, and then they will become permanent.
Demanded are information services. They allow you to receive advice from specialists in various fields: personnel selection, customer search, audit, consulting on special issues, collecting information, training courses.
Information services can be advertised through radio, television, newspapers, the Internet. Each client should provide a business card, a booklet with activities. An individual approach to each person helps to attract buyers of services.
The advertising services that each company needs are popular. You can create banners, organize events, place ads. The services of animators, promoters are in demand. Companies need help creating websites and promoting them.
Transport services are popular in Russia . This may 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 the correct conduct of sales.