B2Bridge

Services are more difficult to sell because they are less tangible than for instance machines that automate a part of your production process. When you are selling a machine to a potential prospect, you can show him what the machine does. He can see the machine working with his own eyes. This is not so easy with services. Years of experience in selling marketing services taught me that the more tangible you can make your service, the easier it gets to sell it. The following things helped me doing that:

• Productize your service by giving it a name for instance
• Describe the methodology on which your service is based on
• Describe the working process or steps to be taken
• Use reference stories and quotes of a satisfied customer (preferable in the same sector of the prospect)