How Clients Buy How Selling Expert Services is Different
May 8, 2017
Join Tom McMakin, CEO of Profitable Ideas Exchange, as he reveals the art of selling expert services versus traditional products. He discusses how the reliance on personal experiences and testimonials is crucial for establishing trust. McMakin highlights the emotional dynamics influencing consumer choices, emphasizing that selling expertise is about relationships, not transactions. He also addresses the challenges faced in niche markets and the importance of showcasing expertise to build credibility. A fascinating dive into the nuances of service-based selling!
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Defining Expert Services
- Expert services differ from typical services by offering value-add expertise beyond just time.
- This expands beyond traditional professional services like lawyers to include web designers and consultants.
Selling Expertise vs. Products
- Expert services are sold through reputation, referrals, and relationships, unlike products sold on features.
- Customers seek recommendations and value trust over comparing attributes online.
Attorney Example
- Tom McMakin points out that attorneys aren't chosen based on features like the cheapest price.
- Instead, people seek referrals from trusted sources, highlighting the importance of reputation.