Selling Intangibles: Marketing Tips

 

Tips for Marketing an Intangible Service 

Henry Devries  a self marketing specialist www.henrydevries.com wrote an article in the San Diego Transcript July  9th 2003 and here is a summary of the key points he sees on selling intangibles.

These steps come from  the office of Dr. ArLyne Diamond of Santa Clara, California.

A trained clinical psychologist.  www.diamondassociates.net

Before you read these tips I must say they are not about the Joe Factor but about good solid methodologies to use in getting candidates for your business.  I can provide the techniques and methodology to use when you are inside the candidates arena. These are the practical approaches that work.   Some of the ideas presented are a little to sales like for my taste.  However with right technique of questions they can be very useful.  That is just one of the many tactics  that the Joe Factor uses, how to ask the right questions that yield results.

So, what are some steps you can do to mitigate the risk for your prospects? Here are Diamond’s top 10 tactics for selling intangibles:

1. Get references and leads from people who have experienced your best work.

2. Ask satisfied customers if they will write you a letter of reference to use in part in your brochure to give to prospects.

3. Be visible — give speeches, write articles, attend functions.

4. Volunteer. There is no better way to establish a relationship with someone than through doing work together. Get involved and get known for being a competent, pleasant and intelligent worker.

5. If you get a foot in the door and prove yourself, offer one or two hours of your services for free.

6. Offer a “pilot project” which will enable your customer to determine how well you work and how much he needs what you have to offer.

7. Help smaller clients share expenses by suggesting a consortium to use your services. This is an especially good technique if you are offering information and/or training services for nonproprietary information.

8. If you are developing a new product for a client, offer generous support services.

9. Network with others and become part of their “virtual” organizations. Include them in yours as well. Remember, you have to give to get.

10. Above all else, be ethical, careful, competent, helpful, pleasant and fun to do business with. Being fun to do business with will result in doing more business.

I hope this produces some thought provoking ideas for you to take action on.  I am open to discuss any or all of these techniques and show you how to really leverage them using my technique and getting the outcomes you desire and have earned the right to.

Thanks

Joe”Factor” White

talktome@thejoefactor.com