The Revenue Revolution: How to win and retain your most important business customers
FREE 30-MINUTE WEBINAR
Sponsored by Bank of Melbourne
There is no doubt about it, selling services is tough.
Products are tangible and tactile; we can see and feel them. Services are invisible.
Products encourage two-way conversation; they can be pulled apart, debated and analysed. Services are harder to talk about.
Products usually have masses and masses of information to support them; customer research, data sheets, and product reviews. Services often don’t.
84% of Australian small businesses operate in the services sectors. Most service businesses sell to business customers, either exclusively, or in addition to consumers.
If you sell services, you have probably had at least one experience of talking to a prospective customer about what you do where you’ve been met with polite nods (at best) or blank stares (at worst). Unfortunately, the sale of services often stalls at the presentation stage.
These days, a formal bid, proposal, submission, or tender response is often the only way to win work with business customers. Customers often see only the very transactional parts of what service businesses do, and it is dangerous to keep responding to an agenda that is based on this limited knowledge.
This Friday I’m running a free 30-minute webinar for the Bank of Melbourne to help celebrate Small Business Month. If you run a service-based business, please register and come along.