Selling Products VS Selling Services - What is the Difference?

Have you ever wondered what the difference is in selling products vs selling services on the internet? There are more differences than you realize. Even though this is probably common sense I really hadn’t articulated it to myself until I decided to write this article. I think I may diversify!!

Key Differences in Selling Products

When someone comes to your online store, they decide what to buy and are able to make a selection and order the item(s). You do not have any physical interaction with the buyer except under unusual circumstances. Your only concern is bringing them back for a second order.

The sale is finished once the order is processed, and the item shipped out. Proof of satisfaction is immediate – good product happy customer.

You don’t have to qualify a prospect or worry about payments – they either have the money to buy the item, or they don’t. The prices of the items are what they are, unless you are trying to entice the buyer by having a sale or special – there is no haggling – just straight-forward sales.

Because your primary goal is the sale of the items you do not have to worry if the prospect will become “a difficult” person to deal with.

When selling tangible products you know the cost of the item you are selling, you know the margin of profit you need to make money. Customers are buying an off-the-shelf item that is mass-produced and not tailored to specific needs.

In online shopping cart sales, the best way to move your product (besides getting visitors to your website) is through volume discounts – and pricing specials.

Key Differences in Selling Services

Services are usually sold by the person who will actually render the service. The service provider must build a personal relationship with the buyer, and must be able to connect with the client and have “good chemistry” otherwise the relationship will fail.

Getting a signed contract is just the first step. Clients must be sold and resold throughout the project. Having good communications skills and being able to present to a client is crucial.

Satisfaction is subjective – this is why service sellers must be sure and screen prospective buyers. Select only those prospects that seem a “good fit” with the seller’s personality and type of service.

A service provider should not pursue the sale of a “difficult” prospect. Why? Simply put, because he/she is also the one that will have to deal with this person while rendering the service.

The service business is very labor intensive. Having to calculate the estimated time and being accurate is something that can make or break the business providing the service.

Some service providers view visits and preparations of bid and proposals consulting work and do charge accordingly. Talking from experience it does take a great deal of time and effort to find out what the client wants and to come up with a written contract.

I personally do the initial consultation for free…

Clients view the service provider as a “consultant” or expert and their image of the service provider dependent largely on how well the business person performs in the initial meeting.

The customer is buying and expects to get a service that is tailored to their needs and sometimes highly customized. If you are not a people person than you are at a disadvantage and online sales may be better for you than selling a service.

Similarities between Service Sales and Product Sales

Not matter what type of website you own or are thinking to put up there is always the need to have interested visitors come by.

Having a professional, well thought out website is imperative so people know that you are a thriving professional business.

Similar search engine optimization and other internet marketing strategies are needed. Everything from having great keywords in your copy to making sure the titles on your page reflects different and important keyword associated with each individual page.

You need to build a data-base of people who have come by and showed interest in your website.

How do you do this?

By using an auto-responder to build a client list, providing something of value to a visitor (and I mean real value) is the only way you will be able to get someone to sign up.

The item can be information on how to do xyz, special coupons or anything you know your visitor will like, it is really up to you.

This applies to everyone who is striving to be successful.

Another really important piece of the puzzle is making sure the marketing materials and copy on your website solves a problem for your visitors.

People don't really buy products and services. They buy what the products or services can do for them. In both service businesses and product sales, people buy solutions to their problems. Realizing and grasping this concept will explode your business exponentially when used in your marketing process.

The problem can be an easy one to solve, or it can be a major problem the bottom-line?

'Marketing is helping people get what they want.'

Here is a simple two-step marketing solution to promoting products and services: Step 1: Attract people who are seeking the solution your product or service provides, capturing their contact information through use of an online auto-responder. These captures are your prospects. Using campaigns that are automated saves you time and time is money… Step 2: Follow up consistently with your list of prospects providing them with information that will be helpful to them, and information about how your product or service will help them solve their particular problem, giving them special discounts for being a part of your opt-in subscribers.

The first step helps you attract as many opportunities as possible, and the second step helps you convert leads into clients.

I know you are constantly barraged with razzel dazzle concepts and claims that you will make huge amounts of money overnight. Those that say you can do it overnight – do not know what they are talking about.

Remember if promises sound to good to be true –they are, and you are setting yourself up for failure and disappointment.

Having a thriving business takes a lot of work. It really comes down to making a decision. What do you feel passionate about, what do you want to do?

The 3 simple things that a start up business will need to concentrate on are: Learning the ropes, find the right team of professionals to help build your business, and a lot of hard work…

However, once you get it off the ground. Nothing is more rewarding than seeing what you have dreamed about come to fruition…

If you need a consultant, project manager or website created call me lets talk - the initial consultation if FREE

Pamela Jacob - Artista Design

801-910-4825

11 Ways to Optimize Your Website with Keywords.

I believe when a business (or person) is not educated about how a website is put together they may not understand the complexity of building a website that is marketable and effective.

The look of the website is important but what about all the stuff behind the scenes? These are the details that make your website search engine friendly and will make marketing your business a whole lot easier.

All of these details take a lot of time, attention to detail is imperative. You don’t see it but you get results when you do it. An inexperienced website designer may not even know how important these pieces are. And if you are using a build it yourself template you will not have the advantage of being able to tweak until you have it right.

There is research involved as well – scoping out your top competitors is a must.

Keyword throughout your site, in the right places is a big thing. Meta-tags that were so highly touted (keywords) are not used by Google, they go through other means to verify your site's keywords. That doesn’t mean other web search engines do not use meta-tags.

The description meta-tag is important for Google and all search engines because that is what is listed on the directory page with the link.

The whole page of your website should be keyword rich.

I have developed a checklist of things to make sure you (or your website developer) are doing when building or tweaking your website.

11 Ways to Optimize Your Website with Keywords

1. Page Titles – these page titles carry a lot of weight when your pages are indexed. Make sure each page has a title name with keywords that are pertinent to that particular page
2. HTML pages – are the actual html files of your website named with keywords
3. Keyword Phrases – Do not use keywords that are to general
4. Enhance Phrase – Use longest keyword phrase version
5. Number of keyword phrases on each page matters – don't put massive amounts of keyword phrases or you will be penalized (in the copy).
6. Placement of Keyword Phrase – It is important to use the keyword phrase(s) in the beginning of your body text
7. Regional Keywords – Make sure you put the city and state somewhere so that when someone searches for a specific town or state you are more likely to be found. Preferably in the title
8. Services Products – use specific services and product names
9. Header Keywords - H1 Header tags should be in place at the top of each page
10. Search engine spiders give more importance to those titles. Sub Directories – each of your individual folder within the root directory of your website should have a keyword name
11. Company Name – if you are using your company name as a keyword – Don’t.

It doesn’t matter how simple the website looks the backend needs to have time and attention.

For help in any aspect of your website consulting or developing please contact me the initial consultation is free…

Pamela Jacob Artista Design 801-910-4825 pamela@artistadesign.com

How to Land a Client

“It doesn’t matter whether your product is information or a flyswatter. If you understand marketing, you can make serious income.” Robert G. Allan,

It doesn’t matter how many times you have heard it – one often forgets a crucial component that will make or break your business. That is showing how you can solve a problem for your website visitor…

What do I mean by that?

Many times I have come across websites that talk about how great the company is and how they have been in business umpteen years. Then they go on and list all the credentials they have on and on and on.

No matter how impressive it may look to you, people visiting your website are looking for something much different than that. Sure they need to know about how experienced you are, but you can talk about that on the "About Us Page". The one thing that you can do to bump up your customer base is so simple and straight forward sometimes it is easy to over look – what is in it for them?

Why would someone want your product or service? What problem will it solve in their life? What will they experience when they buy what you have to offer?

You must first solve a problem for them or give them a reason why they need your product or service. A good way to do this is asking a few questions on the home page and then giving them the answer using your service or product.

Saving money and buying at a lower price are great. However, they must be followed through with benefits, reasons, sound facts and lots more benefits. When designing your copy, stick to the emotionally-gratifying benefits. Bring them into the conversation – once someone see’s where it will be beneficial to them. They will contact you and not just pass through.

Another Important Element - Getting Your Reader's Attention

Endorsements and testimonials are effective ways to dramatize facts and back up the benefits of your product, but don't use testimonials that look or feel transparent. Any testimonials you use must be true, for double the benefits use your client’s picture with their testimonial. I cannot tell you how many times my clients have told me when I saw you testimonial page – it sealed the deal…

Never talk down to the readers as though you know something they don't, or you're better than they are. To you, the potential customer is GOLD. Absolutely STAND BEHIND your word. Be cheerful and expedient in returning a phone call. Let them know that you sincerely appreciate their business and not to hesitate in contacting you, if there is any way you can be of further assistance.

If you give a time limit the product will be offered for sale, or mention a limited supply, or have a reduced price for a certain time, you'll increase the impulse to act. Again, STAND BEHIND your word; and you will find customers come back again and again...

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Pamela Jacob is the owner of Artista Design. If you need a website developed or redesigned, project manager, consultant or graphic designer – you have found one. Pamela’s specialty is taking an idea and making it come to fruition. “If you want to own an online business that thrives, if you have a passion for something you want to share, if you have an idea that you want to come to life contact me. My initial consultations are FREE”.

801-910-4825