How to sell services to a client: step-by-step instruction

Many sellers have to deal withrealization of goods and services rather than goods. This sphere 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, carrying out certain work. But not everyone knows how to properly organize a business so that it brings a stable and high income. About how to sell services, will be told in the article.

Why is this necessary?

Often entrepreneurs are urged to sell serviceswith the goods. Many firms pay more for this. But not all sellers understand why this is needed. Can I sell services if the business has just opened? It is necessary to do this. You just need to use proven methods.

It all boils down to the fact that the service is consideredhigh margin goods, that is, the profit from it is higher than from the goods. For example, the mark-up on the conditioner can be imperceptible, in a season sale of this technics quite often brings 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, audial or kinesthetic. Some memorize everything visually, others - by ear, and still others - by touching the subject. A full-fledged person has all 3 ways, but always more comfortable.

To sell 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 are looking for products on their own, so they are guided by the senses. So it is important to use such methods for the sale of goods, so that they are suitable for most people.

Features of the implementation of services

Service is considered a more delicate thing. That she liked the client, she needs to learn how to properly present. How to sell services? It is necessary to focus on proven principles:

• services must be of high quality, otherwise they will not be popular with customers;
• an important role is played by training sellers, since in many respects the success of the trade depends on them;
• it is important to create visualization services: brochures, leaflets, posters, folders, presentations - so buyers better perceive information;
• customers should be confident in safety, getting an individual approach.

If you take into account these rules, you can correctlysell 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 methods of attracting customers.

Step-by-step instruction

What services can I sell? Any, most importantly - use proven methods:

• it is necessary to choose the method of implementation taking into account the needs of clients;
• In the activity it is necessary to introduce unique features that are not similar to competitive ones;
• it is important to clearly position the company;
• It is necessary to use flexible pricing;
• you need to create a convenient buying process;
• it is necessary to advertise services;
• for each client an individual approach is important.

With such principles, you can spin any services, making them in demand. It is important to choose an appropriate implementation method, for example, by phone, via the Internet or other media.

Visualization

Consumers must see the work, so they need toshow video or photo. You can provide advice, conduct training. If this is information work, then you can submit reports on electronic media, for example, screenshots, presentations.

Consumers should evaluate the resultsactivities, so you should show them. The facts about the work done are of great importance. If the consumer is satisfied, he will definitely seek help.

Sale of services by phone

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

• Because of high competition, good sales scripts are needed, helping to establish contact with customers;
• sellers should use the sales technique, as well as perfectly 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 whatever 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 monitor the work of competitors.

Internet using

How to sell legal services, as well asmedical, transport? It is necessary to have a website designed according to modern requirements. What services can you sell with it? Great for booking tickets, making transfers, consulting in different areas of life.

The site should be cognitive,optimized articles. There should be a feedback, a function for accepting payments, a section with reviews. You need to use the opportunities 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 advertising in other ways.

How to entice customers?

Strong people are needed in business. And if there are a lot of clients, you should not relax. Competitors at any time can entice them to their side. How to sell services, so that those willing to buy them were always? It is necessary to use methods of enticement. Now this is almost the only option to increase sales.

Competitors have pros and cons. On the shortcomings should be a marketing policy. It is important to offer more favorable conditions than in other firms. For example, Internet providers offer free connection and configuration. Such tricks will help to find many new customers.

Dumping

How to sell services to make it highprofit? You can use dumping - reducing the cost (below the market). This tactic is needed to drive out small firms from the market. Dumping is great for promotion of the company.

Only it should be borne in mind that those customers whocame for the price, can quickly disappear. They will not be permanent, because they are attracted by more profitable options that may appear in other firms.

Errors of competitors

How to sell services in other ways? You can use the mistakes of competitors. From this it is necessary to take advantage. For example, if the provider has had interruptions with the connection, the competitors are panicking, using the media. At this time it is important to offer more favorable terms.

Secrets of a successful sale

You need to focus on the client, not onthe service. This is the key to business success. For the client, you need to become a friend who is attentive to his interests. Service users are important every little thing. You should quickly respond to requests, phone calls, and politely welcome. The first impression is important.

The company must be fair toto consumers. Therefore, you need to keep promises. Only quality services will be contacted. If discounts and promotions are offered, then all this should be real for the customer.

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

Demanded services

Now the best-selling services:

• household;
• informational;
• advertising;
• transport;
• specialized.

Household services will always be in demand,because people constantly need help in everyday life. This may be home repair, beauty work, a hairdresser. Demand studio, clothing repair, dry cleaning. Not without reason many such firms are opening now.

Domestic services include nursing care,children. Some people use such help due to lack of time, others because of lack of skills. The opening of the company for the provision of personal services does not require large investments, compared with other types of business.

You can sell personal services using advertising, publishing on the Internet, distributing brochures and booklets. You must regularly arrange for customers discounts and promotions, and then they will become permanent.

Information services are in demand. They allow you to receive advice from specialists in different areas: recruitment, customer search, auditing, consulting on specific issues, gathering information, training courses.

Information services can be advertised throughradio, television, newspapers, 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 are popular,that each company needs. You can create banners, organize events, advertise. 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 carriage of goods, passengers, courier delivery. For this activity, demand all kinds of effective advertising. Specialized services include medical, legal, technical, construction. Each of these areas is promoted through proper sales management.