How to Win More Business Using a Service Delivery Model
What is a ‘Service Delivery Model’? And why is it important?
For any business delivering a service or a complex or customised product, potential clients often have two major concerns:
1. How will you do what you do?
(In other words, how will you deliver your service?)
2. Will your process work for me?
(In other words, how can I be confident what you do will give me the result I want?)
To get your prospect to become a paying client you must satisfactorily answer those questions. You must minimise or remove those concerns.
The best way to do that is to explain your Service Delivery Model.
During your explanation of your Service Delivery Model you can discuss details of ‘how’ you deliver your service, or the steps you go through when doing work for your client.
Also, during that discussion you can drop in specific client success stories that get your message across and help your prospect see how they will benefit from working with you.
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Keep in mind that 75% of verbal communication is quickly forgotten or misunderstood.
= = =
If you want to get a meaningful, and lasting, message across to your prospect you must do more than just talk about what you do.
To maximise the impact of your message, and highlight key areas, use a visual representation of how you deliver your service or how you create a customised outcome for your client.
This visual representation is your ‘Service Delivery Model’.
Your model could be in the form of a:
- Flow chart
- Mind map
- Detailed process chart
- Cartoon-style diagram
- Simple time line
The key to the success of using your Service Delivery Model is to make it easy to understand for your prospect – not too much detail – and to have a standard way of explaining it each time you tell prospects about it.
(Note: Having a ‘standard way of explaining it’is very important.)
Why does using a Service Delivery Model work?
Firstly:
It shows your prospect you are an ‘expert’, because you can detail and clearly explain what is required to deliver a successful outcome.
Secondly:
The conversation you structure around the explanation of your Service Delivery Model gives you the opportunity to provide more details about your service, and enables your prospect to get to know you and trust you.
Thirdly:
By structuring your explanation properly you will also identify and remove any concerns the prospect may have about using your services.
Download your Service Delivery Model Toolkit here
For any business delivering a service or a complex or customised product, potential clients often have two major concerns:
1. How will you do what you do?
(In other words, how will you deliver your service?)
2. Will your process work for me?
(In other words, how can I be confident what you do will give me the result I want?)
To get your prospect to become a paying client you must satisfactorily answer those questions. You must minimise or remove those concerns.
The best way to do that is to explain your Service Delivery Model.
During your explanation of your Service Delivery Model you can discuss details of ‘how’ you deliver your service, or the steps you go through when doing work for your client.
Also, during that discussion you can drop in specific client success stories that get your message across and help your prospect see how they will benefit from working with you.
= = =
Keep in mind that 75% of verbal communication is quickly forgotten or misunderstood.
= = =
If you want to get a meaningful, and lasting, message across to your prospect you must do more than just talk about what you do.
To maximise the impact of your message, and highlight key areas, use a visual representation of how you deliver your service or how you create a customised outcome for your client.
This visual representation is your ‘Service Delivery Model’.
Your model could be in the form of a:
- Flow chart
- Mind map
- Detailed process chart
- Cartoon-style diagram
- Simple time line
The key to the success of using your Service Delivery Model is to make it easy to understand for your prospect – not too much detail – and to have a standard way of explaining it each time you tell prospects about it.
(Note: Having a ‘standard way of explaining it’is very important.)
Why does using a Service Delivery Model work?
Firstly:
It shows your prospect you are an ‘expert’, because you can detail and clearly explain what is required to deliver a successful outcome.
Secondly:
The conversation you structure around the explanation of your Service Delivery Model gives you the opportunity to provide more details about your service, and enables your prospect to get to know you and trust you.
Thirdly:
By structuring your explanation properly you will also identify and remove any concerns the prospect may have about using your services.
- Be seen as an expert.
- Build trust.
- Remove concerns and objections.
Download your Service Delivery Model Toolkit here
Labels: conversational selling, marketing
posted by Stuart Ayling @ 10:34 AM
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