jerryking + marketing + services   2

MARKETING: Selling by doing, not telling
20 Aug 2007| Globe and Mail Blog pg. B.5.| by Harvey Schachter.

MARKETING: SELLING BY DOING, NOT TELLING

If you're selling complex, intangible services, turn your next sales presentation into an action session where the client can sample what it is like to work with you. On RainToday.com, Charles Green tells of the firm that began its pitch session with: "We have 90 minutes with you. We can either do the march of a thousand slides, which we're happy to do, or we can get started now and begin to work with you. After 85 minutes we will stop, and you'll have first-hand experience of exactly how it feels to work with us." Buyers need a way to determine your expertise, and the best route is by offering them a sample rather than hearing you list your achievements.
presentations  execution  marketing  Harvey_Schachter  pitches  action-oriented  experiential_marketing  enterprise_clients  intangibles  services  sales  salesmanship 
march 2010 by jerryking

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