Sales and Sales Management Blog

November 4, 2008

Sell a Service? Now’s the Time to Shine

Filed under: Economy,marketing,sales,selling — Paul McCord @ 9:32 am
Tags: , , ,

Home sales-down.  Auto sales-down.  Travel for pleasure-down.  With the economy in its current mess, people aren’t spending on big-ticket items, at least not in the numbers of the past several years.  And it isn’t just consumers who are holding onto their dollars, businesses are also.   That means fewer copiers, high dollar software programs, plant and equipment expansions and acquisitions, and other significant outlays are being put on the back burner.

For Realtors, auto dealers, travel agents, and manufacturers, that’s bad news.  But bad news for one group is always good news for another.

If you’re in a service related business, your time has come. 

Car and truck sales down?  That means more business for repair and body shops. 

Fewer homes being sold?  More business for remodelers, painters, and fix-it companies.

Companies not investing in copiers?  More need for fast copy companies and copier repair companies. 

Even companies whose sales of new products are down can take advantage of the current economy.

Car dealerships can increase the promotion of their service, parts, and body shop divisions.

Software resellers can increase their training and support billing as more and more companies retain and upgrade their current systems instead of installing new systems.

HVAC companies can promote their repair services to help homeowners get another year out of their heating systems. 

The temptation in today’s economy is to pull back on marketing and promotion.  Cutting costs is paramount-but not at the expense of gaining new business. 

Instead of cutting your marketing expenditures, redirect your marketing to take advantage of the new market reality-people and companies will make due with what they have instead of purchasing new.  But when they decide to make due, they spend money on repairs and upgrades they wouldn’t have thought of investing in previously.  They don’t stop spending money on their car, home, or business, they just spend differently.

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3 Comments »

  1. Right on track! Goes back to the old adage of you have to ‘spend money to make money.’ There is opportunity in chaos, you just have to find it. It’s all about focus and discipline. Focus on the right prospects in your niche and invest your time, money, and resources in a targeted fashion, and now is as good a time to be successful as ever; especially if you’re selling a service, as you’ve stated.

    Comment by Chad Koser (aka Zebra Chad) — November 4, 2008 @ 1:13 pm | Reply

  2. Selling service, billing and better pricing is extremely important in an economy like this. Winning the customer over now based on these factors mean they will be your customers when the economy bounces back.

    Comment by Francine Rattenbury — November 12, 2008 @ 9:53 pm | Reply

  3. […] Paul McCord wrote an interesting post today onSell a Service? Nowâ??s the Time to Shine « Sales and Sales …Here’s a quick excerptInstead of cutting your marketing expenditures, redirect your marketing to take advantage of the new market reality-people and companies will make due with what they have instead of purchasing new. But when they decide to make due, … […]

    Pingback by Online Advertising Live » Blog Archive » Sell a Service? Now’s the Time to Shine « Sales and Sales … — November 26, 2008 @ 2:00 am | Reply


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