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Service Selling Marketing vs traditional sales-based marketing

By: Kenth Bender

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Trying to 'sell' the services under the short-term traditional sales-based marketing is a relic of the industrial society's limited choice. So instead of trying to sell your services use your knowledge, competence, skills and information tools that may be potential clients and clients in better respond to your message.

Short summary:
Service Selling Marketing: (in the todays knowledge- and information society)
- Deleted from the recipient,
- Dialogue
- Long-term
- Process-oriented, seeking continuity
- A methodology that builds on your knowledge, competence and skills
- Meet today's knowledge and information society
- Reduces competition, eliminating in some cases

Traditional sales-based marketing: ( from the relic of the industrial society)
- Deleted from the sender
- Monologue
- Short-term
- Event-oriented, seeking closure
- Based on offering services
- Lives on in the former industrial society
- Ever-competitive

Selling marketing is working with your potential customers and clients' internal human qualities that support them in gathering formation to make decisions about who or which company they will obtain. Traditional sales-based marketing has a strong tendency to reject and even alienate people. By its very nature because it tries to sell their services too early in the process. The prospective customer and client is not receptive to your message, your knowledge or skills. This distancing creates the automatic delay in the process.

Marketing or marketing
is perhaps the major obstacle when trying to sell your services, that people are reserved, cautious and rejected. They are kept away instead of being attracted to you. They defend themselves because they dislike the selling approach. Due this distance, they may perhaps never know what lies behind your offer. They can not get to know you sufficiently. One distance that you create by you trying to sell too early in the process, instead of informing and communicating your knowledge, competence and skills.

Service Selling Marketing helps you and clients to overcome this emotional, logical and natural resistance.

Notice again, that a potential client in this phase, during the information search phase, is not interested in you, your business or services. In this phase, the prospective customer/client is completely neutral. He or she has nothing to compare to. That is why it does not work very well to try to sell the services at this stage. The prospective customer/client is solely interested in getting answers to their questions through your knowledge, competence and skills, your expertise and crafts.

It is the quality of the content of this approach, how you communicate your knowledge and skills through the content of your information, that determines whether you or your competitors is required. So the question is how you communicate through information to create receptivity to your message. Usually, people act as follows before making their decisions to buy your or competitor's service, they:

Search and collect information and options, even with your competitors, to get answers to their questions for what they want to solve or achieve. (How can you adequately inform the content so that you meet the prospective customer/client requests, to restrict information to only what services you are offering/selling?).

- Summarizes information in order to find different options
- Consider the alternatives against each other
- Select one or more options for further processing
- Summarize their options based on facts and feelings
-Choose the option that best meets the potential customer and client from at least two perspectives

As you probably know there are frequently asked how much information you must provide to the customer/client. We can never know exactly. However, we can know that the fundamental requirement a potential customer and the client has, is that we communicate information that is appropriate and meets the issues we believe that potential customers and clients are looking for.

This information will more easily overcome obstacles and reservations, and the barriers people raise who are tired of the rejection sales talk. It leads to a greater extent that you build and develop trust, and thatīs funda- mentally.

This leads automatically to more easily allow your prospective customers and clients to respond to your message.

Article Source: http://depositarticles.com/

Copyright 2010 Kenth Bender Kenth Bender is running Master Mind Center in Sweden and working with Service Selling Marketing for service companies in development, when you want to combine and optimize the quality of your website with your quality in the services you offer. kenth@master-mind-center.com www.master-mind-center.com

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