I sell services. What the %$& do I sell?(mimiran.com)

4 pointsby superchink14 lat temu2 comments

I sell services. What the %$& do I sell?

http://www.mimiran.com/proposals/i-sell-services-what-the-do-i-sell/

1 comments

mkonda14 lat temu

This! The hard part is figuring out how to spend enough time with the customer to give them a meaningful deliverable that is not hard for them to understand!

I like your points. Clock watching, limited upside and inviting commoditization all seem like pretty obvious limitations.

I would love to see a way to put a more meaningful, customized idea in front of a customer ...

reubenswartz14 lat temu

Finding enough time is always a challenge. Although you can help yourself by pricing appropriately and valuing your time.

There's no easy, silver bullet to presenting a customer with a customized view of their problem. The approach I take, which seems to work reasonably well, especially for someone who is not a sales guy, is to start with a few templates for common projects. These include examples of how I think the project might go, which encourages me to ask questions to make sure I can fill in the particulars for that client. Then, TAKE DETAILED NOTES when you talk to the prospect. Things that seem vivid during the discussion may be hazy the next day, week, or month when you sit down to write the proposal. Then you can take those notes, and plug them into your template, and you have as close to the best of the both worlds (convenience and efficiency of a template, effectiveness of targeting the customer very specifically).