It's no secret that the success of your business hinges on how well you can sell. For some, this means finding new customers to sign up for their services or products but for others, it may mean closing more deals with existing customers.
Professional Service providers often face unique challenges when it comes to sales, particularly because their services are intangible and often require a more nuanced explanation.
To begin selling your professional services, you must first understand the value potential buyers place on them and how they will benefit from using those services.
You can then structure your sales process around creating that value for buyers before pitching any of your actual products or service solutions.
This ensures you're communicating value at each stage of the buying process, and that your products are tailored to meet buyers' needs.
This blog post will show you how to create a service business that acts as its own marketing machine, generating new customers without any additional effort on your part!
How to Sell Professional Service
Great service providers understand the value they provide to clients. They craft compelling solutions based on their clients' unique needs, and communicate that value clearly and articulately.
In other words, they help clients make change happen when it needs to happen. Selling is no different. In fact, this is the basic premise of consultative selling the approach you should take in your sales efforts.
The good news is that there are many tools and tactics available to help make sales easier. One such tactic is establishing a sales funnel a series of steps designed to turn customer interest into completed jobs and happy reviews!
Implementing a professional services sales funnel is an excellent method for increasing your conversion rates and revenue. You can follow the steps below to create your own unique funnel that can be used for any service business.
1. Productized your Service
The first step is to treat your service as a “product.” This means that you have to think of ways in which you can turn the various capabilities and expertise available from yourself and employees into something tangible for customers.
In this way, a business might offer a range of different services but present them all through one simple product.
Putting together a range of different capabilities and expertise specifically geared towards solving your ideal customer’s problem, you can create something tangible for customers to purchase.
This is where the “productized service” comes into play: It allows businesses to offer their services in an all-inclusive package that provides value at a fixed cost.
2. Establishing a reliable sales process
Making use of technology (landing pages and forms primarily) to create a sales process that drives your ideal customers down a pre-defined acquisition funnel, you can establish an effective system for generating leads from new sources as well as closing deals with existing ones.
A professional services business should always be looking for new customers, but it’s easy to forget about existing ones.
3. Use a Sales Funnel
In order to make sure that you are continually closing deals with your best customers and increasing revenue from them, start by creating a sales funnel. This is where the most important part of any digital marketing plan lies: conversion.
A sales funnel is a series of steps designed to turn customer interest into completed jobs and happy reviews. It’s easy enough to set up your own, too! Just follow the list below:
- Put together different capabilities and expertise that are specifically geared towards solving your ideal customers problem Keep track of new sources for acquiring potential leads (e.g., social media, networking events).
- Create a landing page to collect leads (e.g., use lead generation forms on your website or in emails ) Create compelling offers that incentivize customers to convert into leads.
- Formulate marketing campaigns designed around the capabilities and expertise offered Test different variations of these campaigns until you find something that works for you (e.g., run a split test on your landing page and see which version is most effective).
4. Executing the work with high standards
Once you have perfected your sales funnel, it’s time to start executing! The results should speak for themselves: the return on investment should be clear and make it a no-brainer for the customer to spend more money with you.
This can be easily achieved by creating a “sales pitch” that highlights the benefits of purchasing your service, as well as demonstrating how using it will improve their business and save them time in the long run.
The key here is to emphasize value while taking out all other unnecessary factors. The best way to demonstrate that your service is worthwhile and will create value for the customer, however, is by providing high-quality work.
Building trust between you and customers before they purchase can help them feel more secure about their choice when it comes time to pay up!
5. Task and Project Management
Task and Project Management is a service that helps businesses of all sizes to get organized and make sure their projects are executed on time.
By streamlining the workflow process, Task and Projects eliminates redundancy by helping you keep track of every team member’s responsibilities while also keeping everybody in sync through updates, notifications, etc
In this way, professionals can focus their attention on what they do best while taking advantage of the data-driven insights that Task and Projects provides.
Task management is a core requirement for any successful business, regardless of size or industry, so it’s important to have an experienced professional handle this aspect of your operations!
By partnering with experts who know how to get things done and get them done well, you can be sure that your business will reach its full potential!
6. Customer Management
Keeping track of your customers is just as important as signing new ones up. It’s the only way to monitor feedback and ensure that you are continually improving on past mistakes.
Keeping a well-maintained list of all previous clients, with contact information and date ranges for when they used your service, can make it easy to stay on top of things.
Don’t forget to implement a system for tracking the value that you provide to your customers, or else there is no way you'll be able to accurately measure how effective your service has been in the past! This data can help set benchmarks and determine future prices.
Make sure all customer information is organized by department, and keep track of any feedback that they may provide.
If you’re looking for a way to streamline this process, consider using an application like Insightly or Asana; both can help businesses manage customer relationships more effectively!
7. Payment Methods
Regardless of what you’re selling, the customer should have a choice when it comes to how they pay for your product or service.
If you can offer more than one payment plan option, then that is even better! Different customers will prefer different methods, so give them options and see which one works best for them!
This also means that you should be accepting multiple forms of payment, like credit cards or PayPal. You can also consider offering installment plans for more expensive items.
8. Lead Generation
The right information makes the entire sales process run more efficiently. And while it’s important to keep track of your customers, so they don’t slip through the cracks, you also need to consider who else might benefit from using your service!
For high-ticket items or services that require a substantial investment on their part, it’s best to provide a list of references and testimonials from past customers.
The more you can do to help the customer make an informed decision, the better off your business will be!
When generating leads, consistency is key and having a regular publication schedule for blog posts or social media updates can keep customers coming back time after time.
Having an email list is another way to ensure that you’re not wasting any time or money on leads who are never going to become customers, so make sure your website has a sign up for mailing lists feature!
Before they purchase from you, potential customers will be looking at what other people have done with your service and how it worked out for them.
9. Google Analytics
This is the best way to measure revenue and analyze your digital marketing efforts (i.e., conversions). It’s easy enough to set up on any website; just input your Google Analytics code and start taking advantage of all the data that’s available to you!
The more information you have, the better prepared you will be. For instance, knowing where most customers come from is key for making informed decisions about future campaigns (e.g., which marketing channels are driving conversions?).
You can also measure how much time customers are spending on your website, where they're clicking within the pages you’ve created for them, and what their overall experience is like.
With all this data at your fingertips , it should be much easier to make business decisions that will improve conversion rates in the future!
10. Showcase of Social Proof
As a business owner, you know that your product or service is great. It’s always nice to hear from others, though! Social proof is an easy way for customers and prospects to feel more secure about their decision-making process.
Even if it's just one testimonial on your website with the average number of reviews listed below, having some sort of social proof is a great way to show that your service works!
It is to reassure customers that your services and products are worth their time and money. There is nothing more reassuring than knowing someone else has had a positive experience with the same service you’re considering!
When you know what your customers need, it’s easy enough to sell them something that is worth their time and money!
By asking the right questions and listening carefully to customers, you will be able to craft solutions that meet their needs while also meeting yours!
You should always take into consideration how satisfied clients are with previous purchases, because this is the best way to find out how likely they are to make another purchase in the future.
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