Hey everyone. If you ever wondered how to sell more services to customers,
I'm going to be showing you five tips that's going to help you do a
much more effective job in selling your services and gaining more customers.
Hey I'm Richard Cruz,
I'm the founder of WSI Priority Media. The purpose of this video and all my videos
is to give you tips and strategies and advice with your Google ads digital marketing. Today,
I'm going to be talking to you specifically about selling services to customers effectively.
But before we get started, make sure that you subscribe to this channel so when we release more
videos like this, that you'll be notified right away. When you're selling your services, you have
a different strategy than when you're selling a product. Selling a tangible object. It is
honestly so much simpler because you can just show people what it is in what it's about,
but how do you sell services well to a customer? I'm going to show you the five things. Number one
is features. When you're selling your services, make sure you're clearly explaining the features.
Understand your features of your service. And when you do make sure that you explain the
features in a way that is simple to understand don't ever over-complicate your features.
And if your feature has a technical term, that is above understanding of the average consumer,
make sure that you explain to them what that means. In my world, for example, we do Google
ads and we always talk about conversion. So this is going to help your conversions. Well,
the average person doesn't know what that means. And it's my job. When I talk about those features,
to be able to say, hey, you know what? Conversion is just a fancy marketing term,
meaning that's a new lead or a new customer. Very, very easy. Get in the habit of doing
that. Remember that a confused mind is always going to say, no. You're not selling a tangible
product so you have to be very aware that you're making your service very easy to understand.
So for example, you know, our agency, you know, I was telling you about Google ads, right?
Some of the features or examples that we use is say, keyword research, competition targeting,
virtual scorecards. If I were just to talk to customers about that, I'd be losing them all
day long and they really wouldn't be understanding everything. So that brings me to point number two.
Number two is benefits. So we've got features and benefits. Every time you say a feature, make sure
your benefits are top of mind. This is honestly the most important part of selling services to
customers. And that is translating that feature to that benefit. Never ever explain a feature without
pairing it with a benefit. Do this all ahead of time, get a worksheet with different columns,
list out your features in one column, and then start writing out the benefits on the other. And
remember, when you're writing a benefit, ask yourself, how will this benefit my customer?
And the features tell, benefits sell. Never forget that. Features tell, benefits sell.
And this is the heart of your message. So prepare that in advance. So let me give
you an example. I gave you three features earlier of our services, keyword research,
competition targeting, and then virtual scorecard. And so I would explain, say, Mr. Customer,
when you work with us, a big part of our services is our keyword research. We are going to scour
all the searches online, which are most likely to be a match for you. And we're going to be getting
you the best match customer who's in the market, actually for your product or for your service. And
this is going to ensure that every penny that you give to Google is wisely used. That is the benefit
versus me just telling you, we're going to do really good keyword research for you. Now you go
on and you make sure that you have that benefit that's paired with it. Let me give you an example.
I'm going to give you two more. One of them is say competition targeted customer. One of the
things that we're going to do is we're going to do targeting of your competition for you. And instead
of moving on in my presentation, no, I'm going to say Mr. Customer, what we do is we do competition
targeting. We're able to find who of your visitors that are on your competition's website
and are searching for them by name. And we can actually get in front of that traffic
and redirect them to your ad for you. And it's often easy to convert somebody, Mr. Customer,
that's looking for your competition and make them a customer of yours. If we can show them your
specific advantages of your service. This is going to help you get bigger market share and have an
unfair advantage over your competitors. How does that sound to you? Would you rather
me talk to you about just the feature competition targeting or would you rather me explain to you
the benefit? It feels so much better and you're going to trust me so much more if I'm able to
explain my features with my benefits. I'm going to give you one more real quick. And that's virtual
scorecards, Mr. Customer. One of the things that we do is we do virtual scoring for customers that
are coming to your website. With my benefit, what that means Mr. Customer is at every click
is precious. And we know that 9 out of 10 people that come to your website are not in a contact.
You. So instead of just making money on 1 out of 10 visits, which is what honestly, most of
your competitors, that's all that they're doing. We're going to go to put code on your website.
That's going to tell us how long that those people stayed on your page. And if they watched
videos on your page and how many pages they navigated. So we're going to assign scores
to every single one of those. And we're going to have literally a scorecard, A B,
C, D, and an F for each one. And those that score really high that shows us that they are a hot
prospect. We know by the amount of interaction that they have and the amount of research that
they're doing on your website. And they've spent enough time and seen enough your information where
they're already starting to know you and trust you. And so Ms. Customer, we're going to trigger
a campaign to pop up on websites that they visit after they leave your website. And so no matter
where they go, they can go on Huffington post. They can go on major websites and go on ESPN. Your
banner ads are going to be popping up right in front of them on YouTube. You're going to be there
as well, too. On Facebook, on Instagram and in their Gmail, on the banners, everywhere they go,
Mr. Customer, after they visit your website, if they've showed high intent, your banners and your
videos are going to remind them, hey, come back to me and see the thing is that people are so
busy that they'll browse your website with the intent of coming back, and they're not going to
come back. But our virtual scorecard is going to only spend time on the best of the best, the
cream of the crop. And we're going to bring them back to you. And the benefit to you, Mr. Customer,
is that will help you get a lot more customers. How did that feel to you? That is how you pair
your features and your benefits. Can you feel the difference between me giving you the examples of
just features and benefits? Again, remember this seared in your brain features tell, benefits
sell. And you'd be surprised at how often I see services businesses or service businesses, they
talk about features and they don't really have a very well laid out explanation of the benefits.
Number three, your website. And if you sell a service, you better believe your customers will
be going there to check you out. They just will. Make sure that you have a fast loading website.
It's optimized for display on a mobile device. People have a short attention span today. They
really do. And if your website loading is taking too long, then you will lose people. And there's
a Google test site that tests your speed. It's a Google site, and there's a link below
that takes you to my blog and on the blog, you're gonna find the link to that page tester there.
It's totally free, but hang on, you might think that you have a fast loading website,
chances are you might have one that is too slow. And if it is, Google is suppressing you and it's
not giving you the visibility that you could have. It is one of their pet peeves. And so
check your site at least every six months, it's totally free. Go grab the link and check it out.
You are looking for a 90% above for passing and you need to pull two scores while you're there,
your desktop score and your mobile score. Cause you could have a fast loading desktop, but a slow
loading mobile site. So, and put in the comments below, let me know what your scorewise.
I'd be interested to hear. Number four testimonials. People don't believe what
you say. They believe what other people say about you. If you're selling services to a customer,
you must have good testimonials from other happy customers on your website. Make sure that you have
two, three really good high quality videos that are testimonials of your customers that are on
your site, on your homepage. And especially when you're selling services more important than ever.
People are afraid of being burned. And they want to know that they can trust you.
Lack of testimonials. I call it a silent deal killer. Here's the reason why. It's because
you never know that you never got that deal. See, they will never call you and say, well,
I was checking you out and I just didn't feel comfortable in your website because you really
didn't have enough social proof on there. Enough testimonials. I just never got the warm
fuzzies about you. So I called somebody else. You never get that phone call. It's like,
you're oblivious to this whole other world of potential business that is potentially there,
but you're not aware of it. And that's why I call it the silent deal killer. And so not having any
clue that more potential businesses there, that should be the very, very first start for you to
make sure that you nail this. Every time that we have put testimonial videos on our client's
websites, we have had huge bumps in conversions. Now conversions are a fancy marketing term
for people who contact you to become leads or customers, how'd you like that benefit there? And
so every time we've had big bumps in that. And so use your video testimonials if you're not sure how
go to my blog at wsiprioritymedia.net and search for video testimonials.
There's an article that I wrote that shows you how to be able to get really great
video testimonials from your customers. It has really neat tips and step-by-step what to do.
And it has the seven best questions to ask them right on camera that are going to get
you fabulous results. So check it out. Last but not least remarketing, man, I'm telling you,
it is probably one of the most important things that you can be doing. I can't stress it enough.
Almost every one of your customers is gonna to visit your site before hiring
you. Like I mentioned earlier, check your conversion rate inside of Google analytics.
You'll probably see that it's probably less than 10%. So you know that 90% of people who know you
and have checked you out are probably in the buying process, checking out other competitors.
I want you to be that 800 pound gorilla and show up everywhere and guide them back to you.
It is the best strategy for you to use if you want to sell services to customers. And
I explained how it works a little bit earlier in one of the earlier steps. It is fabulous and it's
part of the, your entire strategy. So use your features, use your benefits, make sure your site
speed is really, really strong. Use remarketing, video testimonials. You do all those things and
just watch how you will do so much more of a stronger job of selling services to your
customers. So let me ask you this. What was one of your favorite tips that I gave you today? Put it
in the comments below. I'd love to hear which one was an amp for you that you're going to
follow up through. And if you found this video to be helpful, give it a thumbs up, share it,
subscribe so that you're alerted a future training videos like this. Thanks for watching.