Let’s start with a question.
Does your Ecommerce Website provide a service, rather than a physical product?
If so, you probably understand the challenges of getting prospects to see the value in what you offer. After all, it’s not always easy to explain the features and benefits of something that the prospect can’t see, right?
Well, what I’m going to say might be a bit hard to believe.
Selling intangible products isn’t as difficult as you might think it is. No really, it isn’t! If you use the right methods, you can get your prospects to see the value in what you offer.
Bizgenius will help you sell more effectively if you have a service-based business. When you put these tips into action, you will notice that your prospects are far more open to becoming your clients.
What’s the Issue?
The reason selling intangible services can be tough is because you don’t have an actual product that the customer can see. You can’t really show them how it works. Its features and benefits aren’t as easy to see.
Yes, I did just use a Star Wars reference.
The key to Sell Ecommerce website is to focus on demonstrating that you understand your prospect’s problems. You also need to demonstrate that you know how to solve them.
Tips for Selling Services
Be the Product
If you’re running a service-based business, YOU are the product. That means you need to sell yourself just as much as you’re selling your service. You have your own features and benefits, don’t you?
If you want prospects to become clients, you have to get them to view you as someone who is reliable and trustworthy. You need to get them to like you.
You probably already know this, but people buy from those they know, like, and trust. It’s important that you work hard to build a strong connection with your prospects.
Before trying to sell, you should develop a relationship first. Build some rapport. Let them get to know you. The better you are at building rapport, the more you will increase your chances of closing more deals.
Understand Your Prospect’s Needs
Because you are the product, you have to know how to position yourself the right way. This means getting your customer to see you as their resource. You need them to see that you’re the one who can solve their problems.
If you’re going to solve their problems, you have to demonstrate that you understand what their problems are. You have to ask effective questions that allow you to get to know them as well as you can.
The awesome thing about asking great questions is that it doesn’t just allow you to get to know your prospect; it also helps you form a better connection. As your prospect tells you about herself, she will start to trust you more. It’s because you’re taking a genuine interest in her needs and wants.
Focus On the Outcomes
In the end, your prospect doesn’t care about the service you offer. They care about how it’s going to help them. They care about what’s going to happen after they hire you. You need to focus on outcomes that Buy ecommerce websites.
Convincing your prospect to become a client means showing what life will be like after they start using your services. You have to get them to see how much easier things will be when you’re working for them.
Here’s an example.
Let’s say you’re a leadership consultant. You help companies make their leaders more effective. If you’re looking to gain your prospect’s business, you’re not going to spend a lot of time talking about the things you’re going to do. You’re going to talk about how much more efficient their teams are going to be. You’re going to talk about how much they will increase their revenue as a result.
Focus On Feelings
Feelings are important. Why? Because emotion is what fuels most of our decision making. It’s true. We tend to make our decisions based on how we feel.
According to sales expert Jeffery Gitomer,
“The head is attached to the price, the heart is attached to the wallet. If you jerk on the heartstrings, the wallet comes popping out of the back pocket.”
If you can appeal to the emotions of your prospect, you will win the sale. This goes for any type of influence. In order to get people to take action, you have to get them to feel something.
Of course, in order to appeal to their emotions, you need to know what they want to feel. You need to know what they are passionate about. And you need to bring it up in the conversation.
You also need to know how to make your prospect feel comfortable, They want to feel safe with the idea of doing business with you. When they feel a sense of security, it will make them feel better about becoming your client.
Of course, this doesn’t mean that you shouldn’t appeal to logic. You still need to give logical reasons for why your service is right for your prospect.
Lastly, you can’t be afraid to show emotion yourself. No, I’m not saying you have to give a long passionate speech with a John Williams musical score behind you.
I’m just saying that it’s a good idea to show your prospects that you’re passionate about what you do. They need to know how much you love helping people like them. This type of emotion is what people can connect to.
Use Social Proof
Since you’re selling something that can’t be seen or touched, you need to find other ways to get your prospect to see the value in your offering. You must prove to them that you are worth the investment.
You need social proof.
In his book, “Influence: Science and Practice,” Robert Beno Cialdini discusses the fact that people are more likely to take a particular action if they know that a lot of other people have taken it as well. If you can show your prospect that others have used your services and gained a benefit because of it, you will greatly increase your chances of earning their business.
There are a couple ways you can do this.
Storytelling is highly effective in this regard. You should always have a few stories at your disposal. These should be stories about how you were able to help other customers who are similar to your prospect. Tell them about specific problems you were able to solve. It’s an effective way to give a concrete example of what you can do for your prospect.
Of course, Businesses offering seller support are also helpful. What better way to sell your services than to have your previous customers sells them for you?
Gurpreet, founder of Bizgenius found that using this method of social proof has helped his business immensely.
Build a Brand That Differentiates Your Company
Building a strong brand is crucial to the success of any company, but it’s especially important to service-based companies. Again, since your prospect can’t actually see your offering, they need something to connect to on a deeper level.
That’s what a strong brand can do for your business.
Your brand is what will distinguish you from your competition. It gives your prospects a reason to choose you over the other companies in your industry.
Branding is about defining who your company is, and what it stands for. It’s massively important that you understand this. If you don’t define yourself, others will do it for you, and this won’t always work in your favor.
So what is a brand?
Gurpreet gives the best definition:
“Your brand is what people say about you when you’re not in the room.”
Selling intangible products doesn’t have to be too difficult. As you can see, most of it is about selling who you are. The great thing about this is that you’re already unique. There’s nobody else who is exactly like you.