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Filipino Entrepreneurs who are into providing services find it more complicated to promote their business rather than selling products. Some of them have contractors which they pay high percentage but usually care only about the project rather than increasing employee satisfaction. Here are some tips on to sell intangible services.

Determine the Value

Becoming proficient at communicating value is important regardless of what product or services you sell. The two forms of value are tangible and intangible. Compare to an intangible value, tangible value can be easily seen and is easy to measure with the use of an expression in either numbers or percentages such as a 30 percent increase in productivity, a 10 percent increase in revenues and the likes.

On the other hand, intangible value is more difficult to measure. But just like the tangible value, it is as important as well. In intangible value, number is not important because it is primarily expressed with the use of descriptive words and phrases such as lower risk of losing employees, a better impression in the marketplace, enhanced labor relations, and so on.

Make the equation Balance

Making an equation is the next step after you have established the value. Create an equation that will be understood by your prospect and test a balanced reward equation. All you have to focus is creating the right equation and the concern about how the prospects will hear, read or see this statement will fall into its places after.

Compare these two equations:

“Overachieve your time to readiness goals by 15 percent!” vs. “Overachieve time to readiness reduction goals by 15 percent--while at the same time reducing operational expenses by as much as 10 percent.”

The first example demands a lot and leaves questions that are unanswered such as what must be done to achieve the goal, how can additional advertising be performed, should the compensation plan be revamped, and other more which all give a suspicion over the claim to its benefit

Meanwhile, the second example is a balanced equation which is built around tangible value.

Here is an example of an intangible reward equation: “Boost the moral and commitment of employee at the same time as containing your benefit expenses.”
After mastering both tangible and intangible reward equations, it is necessary to add one of the critical element- time. It is important to include time frame at the end of your equations to determine the length of time needed in achieving goals. Here is an example of balanced reward equation with the additional of time element; “Overachieve time to reduce revenue goals by 15 percent, at the same time as reduction of operational expenses up to 10 percent; achieve this goal in less than 120 days.”