You are what you sell
Thursday, January 31st, 2008Sale of services has always been difficult.
The intangible nature of services means that potential customers can not “touch and feel” or test the product before you buy - for all the great benefits of the service can often be seen simply as a vendor claims rather than facts. Worse still, even if their services are unique and highly differentiated and quality much higher than its competitors - what’s not to claiming the same thing?
And today, those same problems often apply to sales of products as well - as an increasingly large component of all products is the sale of value-added services to them.
(more…)