Transcription
Hey Dan, why don't people understand the value of my services?
Listen, I don't blame you. I used to think the same way. How come people don't understand the value that I'm providing or the power of my service? How come they can't see that I am sincere, that I'm willing to do what it takes? Why don't they even give me a chance?
You know, here's what I've learned: No one is obligated to understand what you sell. No one is obligated to buy from you. It is not their job to understand what we do. It is our job to communicate the value of what we do so they could buy from us. So it has to do with us. We've got to fix what we are projecting, what offer we are presenting to the marketplace. So if no one is buying from you or no one is paying attention, it's not their fault. It is our fault. Until we own it, we cannot fix anything.
So when it comes to selling a service, understand there's a big difference between selling a service versus a product. Because a product is tangible, right? It's something that they can touch, they can hold, and okay, this is what I'm getting, I get it. But service is not like that. For most services, it's intangible. It is invisible. You can't see it. And most of the time, they don't know if you're actually gonna do what you say you're gonna do until they have given you money. So the prospect, think about it, is taking a big risk. How do I know I can trust you?
Comment below if you know what I'm talking about, the difference between a service and a product. So I'm going to give you three P's that you could implement when it comes to selling your services, so you're selling the invisible.
The first P is positioning. How do you position yourself? How do you position and present your offer in the marketplace? Do you position yourself as high-end, or low-end, or mid-end? What makes you different from your competitors? Positioning provides comfort to your prospects. If they know you are the expert, if they know that you are the authority in your industry, they feel more at ease. If you have testimonials, if you have case studies, if you have any forms of social proof, that's a plus.
Number two, psychology. Do you understand the buying psychology of your potential prospects? What are their emotional needs? Why are they buying from you? Not what they say, but why are they actually buying from you? Do you know those things? Do you know their frustrations? Do you know what they're actually going through and feeling and experiencing psychologically? Do they see how your service would be able to eliminate or reduce some of the pains that they're experiencing?
Number three, pricing. How do you price your services? If you price yourself as a one-time transaction, guess what? You will have a very transactional relationship with your clients. If you price yourself in a transactional way, such as per hour or per day, guess what? You will have a transactional relationship with your clients. Instead, price yourself that you are there long-term, you're looking for a long-term relationship, and that you're there every step of the way. As they grow, you grow.
So again, the three P's: positioning, psychology, and pricing. If you want to learn more about how to present yourself better and how do you use copy to communicate your value to the marketplace, join me for my free masterclass. Click link below in the description.