Transform Your Intangible Service Into a Tangible One to Attract More Clients
The benefit of purchasing a product in a retail store or in person is the ability to inspect the product. Rapport is also developed when you have a chance to talk with someone about it. But many professionals are providing services. One of the greatest challenges professionals have is how to make an otherwise intangible service – tangible.
Progressive Insurance has done a fabulous job in turning an otherwise intangible insurance service into the tangible. I’m sure you’ve seen their commercials with their spokesperson Flo surrounded by boxes with their logo on it. They demonstrate their service offerings, making insurance something people could put their hands around.
Here are two tips to make an intangible service tangible:
1. A picture is worth a thousand words.
Graphic images work wonders in giving something people can visually identify. Progressive surrounds their spokesperson with shelves filled with boxes, giving the viewer a visual representation of their services.
With my webinars, I create a picture of a downloadable guide that accompanies the webinar. My clients can see what we’re going to cover and complete the Guide as we go along. It transforms an otherwise intangible service into a tangible product.
2. Give samples.
If you offer a service, extend a preview session of your services. When you do, you will develop rapport with your prospects and they will experience an introduction into what they could accomplish by working with you.
This is especially important if you have a type of intangible service, like consulting. Offer a thought-provoking pre-questionnaire to get people thinking about what they want to uncover or work through in their life and give them a taste of what they can accomplish by working with you.
For assistance in turning an intangible service into a tangible one, visit, Create Your Signature Program.