7 Steps to Selling Your Services as Solutions
You're not just sales professionals, you're problem solvers. So start selling solutions.
At its core, the very nature of your business be it tutoring, dog-walking, housekeeping,
or providing senior or child care is to deliver life-altering solutions to people in need.
And you should market it as such.
The trick is to do a really good job showing people how you can really help.
1. Align Your Sales Pitch with Everyday Issues
You sell software, but what is it that you really do? You provide a level of service
that customers are likely unable to provide themselves. You really help struggling
ACO’s improve their scores and establish analytical foundations they'll need year-
round. The more closely you can align your messaging to issues real people deal
with every day, the better positioned you'll be to bring in new business.
2. Explain How You Make Life Easier
Say your day care is open from 8 a.m. to 7 p.m. Don't just post the hours, spell
out that you're staffed for drop-offs during the morning commute and pickups
after the workday is done. Clearly, this is incredibly helpful. But it also defines
your brand. Use this to attract customers. By establishing the solution your
services provide and the benefit of that solution, you identify your USP unique
selling proposition that will sets you apart from other providers and establish
3. Brand Your Business as a Problem Solver
When a customer starts looking to purchase software solutions, what they're
really doing is looking for help with a particular problem. They're going to be
entrusting someone with one of the most personal aspects of their lives that’s why
it’s important for you to establish your brands as trustworthy problem
solvers.This branding should be central to, and consistent across, all promotional
platforms, such as websites, blogs, social media and traditional marketing
materials. So think about what problem your company is best at solving (or what
you see as a repetitive need in many of your customers) and start marketing
yourself as the solution to that problem.
4. Pitch Yourself as an Expert
Effective marketing means more than just name recognition. Great sales
professionals build a personal brand through social media and having an online
presence. Sharing content online allows care providers to establish credibility
much faster through blog posts and syndicated material on social media, she
says. This exposure not only gets your name out there, but provides an
opportunity to add a personal touch and showcase your passion, practices and
5. Collect Success Stories
Don't expect new customers will just take your word for it. When you've helped a
struggling group achieve a top grade or helped a hospital train their 1200
physicians ask if you can share their story. Collect these personal accounts and
post them to your website as testimonials and referrals.
6. Spread the Word
As veterans of the field can attest, establishing a successful book of business is
not an if-you-build-it-they-will-come proposition. It takes a lot of hard work to
get any product off the ground. And a sometimes uncomfortable aspect of that
work is self-promotion. When it comes to getting the word out, look at all of the
options -- especially the free ones -- you have available to you and then use them.
Try Facebook, LinkedIn, Twitter, Tumblr just to name a few.
7. Have Fun With It
Remember, one of the best parts of building a personal brand is being able to
show that there’s a person behind this business. As cliché as it sounds; behind
every sale, there is a person. Dive into their shoes, their needs, their wants and
sell those specific desires in a comprehensive easy to read way. People love to buy
and hate to be sold. Have fun with your marketing efforts -- don't be afraid to
show a bit of your personality and share your story as a sales professional. The
personal touch is especially important in sales because, at the end of the day,
your customers will want to establish a level of comfort and trust with whomever
they choose to let into their organization.