How can service firms develop sales strategies that stand out?
Service firms face unique challenges when it comes to selling their intangible, heterogeneous, and perishable offerings. Unlike product-based businesses, they cannot rely on physical features, standardized quality, or inventory management to attract and retain customers. Instead, they need to develop sales strategies that stand out from the competition, create value for the buyers, and align with their service delivery processes. In this article, we will explore some of the key elements of effective sales strategies for service firms, and how they can be implemented in practice.