Presenting and Selling intangibles

Are you selling potential or results?  September 14, 2017 – 02:37 am

If you provide professional services of some kind, consulting or coaching, you are no doubt well acquainted with how difficult it can be to sell an essentially invisible product.

The first advice you are likely to see concerning the art of selling intangibles is to package your services, to make them feel more tangible.  So you may have dutifully bundled up your services and presented them as a 1, 6 or 12 month packages, or described them as retainers, intensives,   group programs or VIP packages. 

It gave some form to your services, but it still didn't make an appreciable difference to your sales.

That's because if you are selling air, and you put it in a box, you still just have a box of air.

Selling intangibles is a struggle for many entrepreneurs, because its difficult to quantify them and make them feel real to potential clients. 

In part its because its difficult to find the language to describe things like shifts in perception, feelings, insight, increased productivity, confidence, or systems and new ways of doing things.  And part because its hard to assign a specific value to them.

Source: Blog

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Thank you for taking my questions seriously. I appreciate your very "professional" response, including the quotes and the "[sic]" added to avoid any misquotes or errors on your own behalf. I can tell that you are an attorney. I can tell you are an Intellectual Property Attorney, and i appreciate it. I considered it strongly when I graduated from college in 99.
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