Selling something intangible, something that cannot be felt is a little more difficult than selling a product physically. A product, the customer can see it, they can know what they are buying and they feel safe to pay for what they have chosen, but in an intangible such as the sale of service, it is a little more complex.
We can go to a supermarket, stores and buy a product for our liking. In this case, if you have a business or product sales company, you know what steps you must take to make the purchase attractive to your client, but if your product is intangible? it’s a bigger challenge.
How to sell an intangible product?
Intangible products require a greater sales effort than tangible products; so it is important for companies to focus on three fundamental aspects: competition, products and customers.
When focusing on the product it is important not to forget any detail about it and to know perfectly the intangible product that is being offered; in a way that shows confidence and security of what is being sold and this generates confidence and security in the client and encourages him to acquire it.
By knowing the competition, companies can use strategies that allow them to see that their product is better than that of other companies. In addition to being prepared for the constant comparisons in terms of quality of service that consumers perform.
Lastly, it is essential to know the customers so that the companies know their motivations and interests and, accordingly, they can offer better products that adapt to the needs of the consumers.
Another important method is to provide clear and accurate information to customers; reporting on the ups and downs of products offered in the market and providing relevant economic data, figures and studies give credibility to companies and therefore to the product.
Types of intangible products
We can find a large number of intangible products in the services and advertising that companies continually offer to consumers; Among these products, we find digital books, virtual training programs, paid applications; consultation fees and subscription models, each and every one of these products are perfect examples of what an intangible product is.
The sale of intangible products requires greater effort on the part of companies; a large number of these products are sold online or virtually and are a key part of the sale of part of the tangible products; In conclusion, the sale of intangible products is another method of growing a company that requires a detailed, thorough and quality sales process for customers.
To make your client feel that the service your company or business offers looks like a product, you must focus on what the client’s needs are, put yourself in the client’s place and provide a service that you would like to receive. Definitely selling a service is much more difficult than selling a product, so when you sell a service, you must win the trust of the client from the first moment and it must be taken advantage of to the maximum.
In order to make the service offered by your company tangible, you need to detail the characteristics, costs and how your service is offered and how it works. Remember that unlike selling a product (which all ends when making the sale), when selling a service consider that your customer must be satisfied with the service provided so that it can be recommended or seek it again for having provided an excellent service.
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Eleena Timmons