Today I want to talk to you about some of the best methods I’ve used for selling big ticket services.
By services I mean…
1. Medical services (such as cosmetic surgery, dental work, obesity surgery etc.)
2. Financial services (such as mortgages, insurance, investments etc.)
3. Home services (such as carpet cleaning, duct cleaning, lawn service etc.)
4. Business services (such as banking, consulting, technology etc.)
In many instances, selling services is a bit different than selling products in that you can’t readily see the tangible results. Basically, you’re selling hope, even if you can prove your results.
How to Sell Hope
The best way to sell hope, in my opinion, is to educate people. You see, most professional folks don’t want to be sold to, but they definitely want to make an educated purchase.
So the more you can persuasively educate someone about your services, the more they’ll want to buy what you have to offer. I call this “Education Based Marketing.” This is a term I learned many years ago from a very smart marketer named Trey Ryder.
As a result, many of my tactics are based on getting educational products into the hands, eyes, ears and hearts of my prospects.
So here are….
My Top 5 Tactics for Selling Services
TACTIC # 1 – WEBINARS
Webinars are one of the best methods for educating prospects because it simulates a live seminar environment in which your eyes AND ears are engaged in the educational process. And the cool thing is that you can do it from the comfort of your own home.
TACTIC # 2 – SEMINARS
I believe this is the # 1 way to sell services. When you participate in a live seminar, your emotions combine with the emotions of others in the room to create an exhilarating experience.
You get to interact with your audience in real time and show off your expertise in a way that you couldn’t otherwise. Seminars reign supreme in selling services!
TACTIC # 3 – NEWSLETTERS
Most of the time, people don’t make decisions immediately. Sometimes it takes time for someone to make up their mind. And the majority of people have a hundred things cluttering their mind all at once so they will forget about you very quickly.
That’s why you need to follow up with people and the best way to do that is to send out an educational newsletter, much like what you’re reading right now. Through your newsletters you can show off your expertise and know how so that people believe and trust in you.
TACTIC # 4 – AUDIO CD’s
Sending people audio programs is very effective, especially if your prospects commute to work.
I’ve found that educational audio CD’s are even better than DVD’s because people are more apt to listen to an audio CD simply because it’s easier to consume than watching a video.
TACTIC # 5 – ONLINE VIDEO
Online video has exploded as a viable tool for delivering your education-based marketing message.
People spend a LOT of time at their computers and if you deliver your invitation to watch your video through email, your video message is just one click away. The end game is to deliver your big ticket educational marketing message in as many formats and as many ways as you can.
The idea is to surround your prospect with your knowledge and know how so their only logical decision is to choose YOU as their service provider.