Innovative Marketing: How to sell your service in 3 easy steps

Selling a service can be very different from selling a physical product because it is an inanimate object.  Buyers want to know they are getting something wonderful for their money but you have only words to describe what you offer, so choose them wisely.

How do you articulate your value proposition such that you get paid handsomely for your service? If you follow this simple, quick, and methodical approach, you will have developed your pitch and be able to effectively sell your service.

Innovative Marketing is about Innovative Communication

First, name your service so that the name alone peeks a buyers’ interest and generates appeal for your company. What I mean by naming your service is that you define the value you provide in a unique way that goes beyond the performance of the activity.

In order to name it properly, define what it is you do that someone else would rather pay you to do. For example: The service I provide is to care-take animals for busy people who want the best for their pet. Are you a dog walker/sitter only or a pet caretaker? See the difference?

Second, highlight the special ways that you orchestrate or deliver your service and assign your service some descriptive terms. What is special about you and why do people like to work with you when they need this particular thing done? If you get stuck on this part, ask supportive family and friends for some ideas.

You might be really awe-struck at some of the answers you receive and when you hear wonderful qualities about yourself, own them and use them. For example: When people hire me to take care of their animals, I spend time nurturing the pets and creating a space in the home for the animals’ enrichment.  Clients tell me their pets are much more loving when they get home because of my special touch.

Third, think about your service and the unique aspects you provide. Ask yourself what value does this service offer to someone? Make a list of at least five benefits a customer would receive as a result of hiring you and/or using your service. Make sure to write down as many things as you can think of and ask a supportive friend to review it and add to the list.

For example: some benefits of using my service are: a) pets are much more healthy and get sick less, which saves a client money b) pets who have daily exercise and play time maintain their ideal weight c) pets who are loved during the day tend to be much more happy to see their owners d) pets being social animals, love the interaction and live longer, e) pet owners experience less daily stress since they know their animal was cared for.

Finally, by putting all three pieces of the above approach together you now have your unique message and story about what you offer. When asked what you do, you can answer succinctly and also be able to handle any objections that might arise because you know your special characteristics.

For example: A potential client calls me and wants to inquire about my service. This is what I might say;  “I am a pet care-taker and my goal is to nurture your pet so they are happy, healthy, and live longer. What I do that is different from pet sitters is to spend time playing with your animal and acknowledge them with loving touch. My hope is that you will experience a reduced stress level knowing your animal was well pampered while you attend to other matters.”

The value of your service is the unique way you deliver it and the ease that it offers your client. Taking the time to think about what is special about working with you will pay off now that you can articulate your differences from another service provider.  Innovative marketing is about communication in a way that automatically and clearly portrays you are  offering value. Selling is just the ability to articulate your offering well and educate clients enough so that they know choosing your service is the right decision.

Tweet This