How To Sell A Service Instead Of A Product

The two types of products most often sold are tangible and intangible. Tangible products are products that we can touch, taste or see. Intangible products are products the customer can't touch taste or see. We are here to talk about the latter group...the intangible products that are usually sold as a service.

People buy based on emotion not by logic. They would like to have you believe that they sit down and logically compare a product's features and make a logical decision.
What actually happens is they make an emotional decision and create a logical argument to justify the buying decision.

Before you can sell or present your service to a customer you must have an understanding of the selling process. You need to understand the process of why customers buy the things they do.Customers buy your service because they expect one of the six benefits explained in "Why Customers Buy." If one of more of those benefits are there most likely you will have a sale. If you don't you will probably lose the sale.

But there is an even more important aspect of the selling process. And that is....getting the customer to contact you in the first place. Service businesses have an additional burden and that is they not only have to somehow sell a service that the customer can't see, taste or feel.......But they must also convince the customer that they can perform the service to the customers satisfaction better than other similar services.

Source: http://www.smalltownmarketing.com/sellservice.html