Feb 26 Day 32 Video #2 How do you sell the intangible?

There are many valuable services available to us that can make our lives less stressful.

How do you sell services that are intangible?

It's much easier to sell a product that can be sampled or experienced with the 5 senses than to sell services that are knowledge-based but don't come in pretty colors, yummy tastes or feel good. The emotional connection happens much faster.

When we can see, touch, smell, hear and taste a product, we are more apt to relate to it faster and therefore purchase more readily.

Services like insurance, legal services, counseling, or identity theft protection are harder to give an experience to, unless there is a sense of fear or perceived loss involved, or if the prospective buyer has had an experience where said services could have been helpful.

Services require an emotional connection, not just a physical one.

Why would I need insurance? The fear of losing things like your health, high damage costs in an accident, or even the thought of losing your life and leaving your family without the financial means to carry on.

Why should I have Legal Services? This is a concept many people can't grasp because of the high cost of attorneys even for everyday needs.

How will a counselor/therapist help my situation? You can give a sample of a therapy session.

I believe the best way to sell intangible services is first to become a trusted advisor. The client must trust your explanation of the services enough to buy into the concept.