Showcasing Values

"It's a Trap!!!" (Admiral Ackbar, the Mon Calamari commander of the Rebel fleet)

Our Sales Life is all about value, and that's especially true when you're selling something a little less tangible: a service. Unlike a product you can hold in your hand, services can feel a bit like smoke and mirrors. So, how do you convince someone to trust you and see the real value you bring to the table?

Here's the thing: in the service sector, you're not just a salesperson, you're a consultant, an advisor, and sometimes even a friend. People are buying into you as much as they are buying into what you're offering. So, how do you make sure they see you as the ultimate problem-solver they've been searching for?

First of all, it's crucial that you become the master of your domain: this isn't just about memorizing product brochures. Dive deep, understand the ins and outs of what you offer, and how it solves the specific problems your clients face. Stay on top of industry trends, research the latest best practices, and don't be afraid to share your expertise. Maybe write a blog post or a newsletter, contribute to an industry rag, or even speak at a conference. Let people see you as a thought leader, someone who's genuinely passionate about what they do.

People don't care so much about what your service is, they care about what it will do for them. Instead of rattling off features, talk about the outcomes, the positive impact your service will have on their business or their life. Show them the bigger picture, how your offering will help them reach their goals and overcome their challenges. Whenever possible, back up your claims with data and metrics, showing them real-world examples of how your service has helped similar clients achieve amazing things. Numbers add credibility, but don't forget the power of genuine conversation. Listen attentively, understand their unique needs, and tailor your approach to show them exactly how you can be the perfect solution.

In the service sector, it's all about building trust (I love to say that Trust is our ultimate currency, isn't it?). Be honest, be upfront, and don't shy away from talking about limitations or potential risks. Transparency goes a long way in building lasting relationships, and it shows that you're not just trying to make a quick sale, you're genuinely invested in their success.

That's why you must check in with your clients regularly, since our job doesn't end after the sale. Go the extra mile to address their concerns and help them navigate any challenges they might face. Remember, you're not just selling a service, you're building a partnership, and true partners look out for each other.

In the end, it's all a matter of trust.