“Since we don’t sell actual products, we have to work hard to put our customers at ease. On our website, we have testimonials from previous customers who have used our services. This shows our prospects that we can deliver on our promises.”
When you’re marketing your service, always include a few testimonial statements from your satisfied customers. When prospects see these, it will put them more at ease. If your service worked for your previous customers, it should work for your prospects too, right?
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?
Jeff Bezos gives the best definition:
“Your brand is what people say about you when you’re not in the room.”
Determine what it is you want to be known for. Figure what you want others to say about you when you’re not in the room.
Here’s an important point to remember. Branding isn’t about the “what.” It’s about the “why.” Your brand is about why you do what you do. Simon Sinek says in his famous TED Talk that you have to focus on doing business with those who believe what you believe. Your beliefs are your brand.
Successful branding is about perspective. It’s your unique brand perspective that is going to make you stand out from the crowd. Find out what your unique brand perspective is, and work hard to communicate it to your audience. It’ll give you a way to connect with those you want to serve.
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.
When you are your authentic self, and you know how to get your prospects to like and trust you, it will become much easier to close more deals. Using the tips given in this post, you can build yourself into a product that people are excited about buying.
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