The experience and skills required to successfully market services are uniquely different from those utilized by product marketers. When it comes to service marketing it’s not about product specifications or price. It’s about enlightening the prospect to why they need to purchase your services and a value proposition that makes sense.
Offering Development – Far too many firms have productized their service offering. Commoditized offerings lead to competition and discounting. Creating a unique offering is fundamental to a successful service marketing program.
Service Agreement Development – A well designed agreement becomes the face of your firm. It’s an opportunity to enhance your brand and properly convey your value proposition. Our findings show that approximately 40% of all service agreements are reviewed by others beyond the decision maker. It needs to serve all audiences including purchasing, legal, and various levels of management.
Sales Aids – Service sales aids don’t need to be elaborate or over designed. We believe that simplicity and clarity are what customer’s are looking for. At the same time the information needs to be consistent with your firm’s value proposition and branding.