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Again when we are talking about service selling there are two things people buy. Number one is to buy a solution for their problem. People want your services only because they believe it will solve their problems and give them the result they want. They are not buying how you perform your service. Your service is only what has to be done.It is the tool or method you use to solve problems and deliver results. You don’t by an air-conditioner just because you want an air-conditioner. And you don’t go to the dentist because you happen to feel like being tortured. No you are buying a solution to a problem and you are buying a result. You would not buy an air-conditioner, or go to the dentist unless they solve your problems and fulfill your needs.

At the end of your message they will have a good understanding of how you will do the service, but they will not know what problems you will solve and what results you will deliver.

If your presumptive customers don’t know what problems you will solve and what results you will deliver

They probably will not buy from you! But if you try to understand their problems and what kind of results they want, you will be focusing on what people actually are buying. This will skyrocket your chances of success.

The second thing people actually buy is you

When someone have a problem he want solved, he has to take a decision about who is going to solve it for him. If you have focused your message about how and what your service is, he will feel that you are focused on yourself and your needs. People need to get the sense that you have their best interest at heart and that you really care about them.

When they got that feeling they will start to trust you and your services. They will naturally decide you are the person to solve their problems. It all boils down to that you should not focus on selling your services.

Focus on understanding problems and people will take for granted that you know how to deliver the results. They will convince themselves that you are the service provider they need.

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