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YOUR BUSINESS SELLING SERVICES

If you sell a service as your main line of business you need to look at critical issues to ensure success with your venture.

By and large there are several main classes of services

• professional - such as accountants, lawyers, doctors etc. who deal with clients rather than customers. We expect to find them in offices, or clinics and dressed in suits or uniforms.

• trades - plumbers, electricians and the like who deal with customers. These can work from factories or workshops and many travel to carry out their services in business premises or peoples homes.

• clerical - providing support services to the above services such as typing, secretarial, order processing and computer operation. Many small self employed businesses work in this group.

• temporary - providing day to day services in a variety of businesses, driving, warehousing and distribution, factories. Some may be skilled and qualified (accountants, interpreters, and computer programmers) Usually employed and placed by agencies some people make a good living as a permanent temp working from contract to contract. Some small business can provide a useful service to a small range of clients.

• casual unskilled - occasional work for people without specific qualifications, trades or professions to fill it where needed, usually at low rates with no guarantee as to when or if the work continues. No real business here. opportunities here. Agencies place workers.

Chances are if you have studied for many years as an accountant that is the business you will enter when you qualify, perhaps as your own business, or get a few years working for an established firm before branching out on your own.

By going on a training course or by working for an existing firm you can learn a trade in a much quicker time frame, months rather than years. Then further experience can be build over the coming years by practical day to day experience.

Selling services is largely a face to face role, where you often meet customers and clients in the course of your activity. The way you present yourself and handle people will rule to a large degree how your business is seen, and ultimately how well your business will do.

Regardless of the type of service you offer remember always it needs to be run PROFESSIONALLY, with high standards of competence and presentation of both the business and you as owner.

Key factors of a service business

• keeping appointments - if people come to see you or you go to them both sides need to be on time, as the seller it is vital you are on time even if the client or customer is not. If you are delayed on route phone ahead and keep people informed. Turning up 2 hrs late with a "I got stuck in traffic" can seem a lame excuse.

• looking smart - presentation and first impressions when first meeting can get you that vital long term contract, or not. Maybe if you are waiting for a plumber to fix a burst pipe you may not be bothered if he is unshaven and dressed in rags, can he fix it now, is more vital.

• doing what you promised - if you agreed to send quotes, more literature, come back to finish the repair etc then do so. Broken promises and agreements do not stand well as a reflection of your professionalism.

• keeping in touch - Ok you did not do business this time, but maybe a follow up visit, telephone call, email or letter may reopen opportunities. Some direct sales people consider if you cannot close the deal "on the night" it is lost forever, however selling services may require some persistence to prove you are the right firm to use. Do not give up on a prospect too easily. 

• use referrals wisely - once you have a few satisfied clients or customers you can (with their approval) use their names to new prospects so they can check out your abilities. Often "word of mouth" will do the job for you automatically as existing clients or customers will pass on your contact details, this is great and cheap publicity. Do a job well, at a fair price, and be friendly and you will get this type of promotion of your business.

• get noticed - some local advertising may be needed to keep enquires flowing especially if the business is one off jobs, less so if the business supplies ongoing services to regular clients or customers. Use a sign written vehicle for promoting trade services keeping it smart and clean.

Building a vast service organisation is less easy, since it requires either taking on a large number of employees and area offices or depots, with the associated risks and costs or using subcontractors, agents or selling a franchise. The idea here is the main SERVICE (or range of services) is marketed and operated by independent small firms who are ideally more committed to customer service at a local level.

Maybe you could start a service business as a local agent or contractor for a larger (regional, national or international firm). You may have to invest in some form of training and will have a renewable contract. For example Dolphin Bathrooms (UK) employ local plumbers to fit their products as "authorised" installers. This can give you regular work alongside normal work which you obtain yourself, plus the added credibility of working for a national organisation. In some instances you have your OWN image and identity as a sub-contractor, at other times you may be 100% committed to the main company and drive a livered vehicle and wear a suitable uniform, maintaining a national image.

Marketing, business - The Basics of Selling Services Marketing, business - The Basics of Selling Services - Entrepreneur.com.

Please feel free to Contact Us with questions or to give us information to add to our knowledge base.