Transform the intangible into something valuable for your customers.
Selling services can be a challenge, especially when you’re dealing with something intangible, like inflatable manufacturing. However, just like in any other type of sale, there are powerful strategies that can help you highlight your service and win more customers.
In this article, we will explore the four essential keys to selling services, based on valuable insights and practical examples from American author Harry Beckwith. Regardless of your niche, these tips can transform the way you approach your customers and increase your sales.
1. Price as a Communicator of Quality
When you set the price for your service, you’re doing much more than establishing a monetary value. The price also communicates the perceived quality of your service.
Practical Example:
If you manufacture inflatables for children’s parties, a customer might hesitate upon seeing a €2,000 price tag for a custom model. However, by emphasizing that the price includes non-toxic and hypoallergenic materials, an exclusive design, and a manufacturing process that adheres to European safety standards, the customer understands they are investing in the safety and happiness of the children.
Tip: Price isn’t just a number; it’s a communicator of value. The higher the price, the greater the perception of quality.
2. The Power of Branding and Experience
A strong brand not only attracts customers but also alters their experience with your service.
Practical Example:
Imagine you manufacture inflatables under the name “Inflatable World.” If you invest in a strong brand, with a modern logo, active social media presence, and satisfied customer testimonials, customers will begin to associate your company with quality, innovation, and safety.
Tip: Invest in a strong and consistent brand. This will help customers perceive your service as unique and valuable.
3. The Power of Packaging and Visual Experience
The way you present your service can completely change the customer’s perception.
Practical Example:
If you offer inflatable manufacturing services, investing in high-quality photos of your equipment, videos of events you’ve organized, and a professional presentation of your catalogue can make all the difference. For instance, showing a video of a giant inflatable you created for a theme park, highlighting the custom design and positive reactions from visitors, allows the customer to visualize the value of your work.
Tip: Use visual presentation to create a positive experience for the customer, even before they hire your service.
4. The Importance of Relationships and Personal Connection
Services are sold based on relationships. The more you connect with the customer, the better your chances of closing the deal.
Practical Example:
Imagine you’re talking to a customer who is unsure about the value of purchasing a custom inflatable for a corporate event. Instead of simply discussing the price, you could ask about the event’s objectives, target audience, and how the inflatable can reinforce the company’s brand. By showing that you understand the customer’s needs and are there to offer a personalized solution, you create a stronger connection.
Tip: Build a personal connection with the customer. Show them that you understand their needs and are there to help.
Between the Lines:
Transform Invisible Services into Sales Opportunities
Selling services may seem challenging, but with the right strategies, you can turn the invisible into something valuable and appealing to your customers. Use price as a communicator of quality, invest in a strong brand, present your service visually attractively, and build personal connections with your customers.
With these four keys, you’ll be ready to sell services effectively and acquire more customers in the inflatable market.
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