By Mike Schultz
RainToday Note: The following is an excerpt from Wellesley Hills Group's complimentary white paper, "Making Lead Generation Work For Professional Services".
Engaging any new professional service company is a leap of faith. The client is never certain what he will actually get; whether the service provider is reputable and reliable; whether the process will work in their culture. Your prospects consider all of these questions before they buy from you.
The Trouble With Selling Services
Services are intangible by nature. You can't see, touch, smell, or taste them before you buy them. This intangibility often makes services difficult to depict in clear and meaningful ways. Many companies' inability to depict their services tangibly leads to the following conditions:
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