Intangible products

 

It can seem very challenging to sell products and services that are not something that someone can hold in their hands. But today they exist in droves, making it easy to help someone conceptualize the intangible.

Some examples of intangible products and services:

Digital Content – ​​Websites, online games and even social media are intangible goods.

Content delivered online – e-book downloads, music, movies, anything delivered online today can be considered intangible.

Patents and Copyrights - You get a certificate when the government asks for them, but it's not something you can hold on to.

Education – Even though you get a certificate at the end, the product itself is not something you can touch.

Describe them completely

The problems with selling intangible goods and services is that people have a hard time understanding them and therefore trusting that it is actually real and relevant. This is one of the reasons why so many people are confused by the idea that it is illegal to use other people's images, music and property that they have found online. However, you can make it easier by using images to show an intangible good or service.

Make them a guarantee

If you want people to buy your products and services, you need to ensure that you build enough trust with your audience that they are willing to buy. You can do this by offering some sort of guarantee. Since they can't touch the item before they buy, eliminating problems can go a long way in helping people make a sale.

Focus on the benefits

Any good marketing always focuses on benefits over features. This is even more important for selling intangibles as they cannot actually touch and feel the product. If you are a virtual assistant, are you selling customer service or selling more time to your clients? How best to explain it to them?

View success storiesCollect testimonials from happy customers and place them on your sales page, in your marketing literature, and keep them in mind to talk about in one-on-one calls and events. Knowing that other people have had success will calm their fears and make them more likely to try.

Green is the new black

Explaining that intangible products and services are more friendly can help your customer better visualize what they are getting. For example, if you're selling software, downloading it means lower costs because there's no need to manufacture it, as is the case with CDs and DVDs.

Get in touch with the responsible person

Knowing who is in charge of the wallets makes a huge difference in your success with any sale. Only spend time talking to the person who can make the decision so you don't end up giving your sales pitch to multiple people just so no one can make a decision