I am often asked about my businesses and what the selling side entails. Come to think about it, we spend so much time looking at how and why to sell products, but we are sometimes blinded to the straight fact of just what we are selling.
In what I do, I sell both goods and services. I see how both types of products have to market themselves on a regular basis, and I don't usually take notice of the differences.
When it comes down to the stark challenges and opportunities of selling either a good or a service, they are both very comparable.
1. Selling a Good
Many businesses sell goods, that is, a tangible product. It is important to recognise that a tangible good often requires research and development, proof of concept, market trials, prototypes etc.
Where selling a good becomes difficult is when the good itself comes in the way of the sale; therefore, presenting a difficulty for the seller. This often plays a borderline approach in a sale, especially if the customer does not assess the good to have large amounts of value.
Pitching to a customer when your good is not in top shape can be detrimental to your business, and that is why you have to pay close attention in every stage of production, before the sale.
2. Selling a Service
Services are those intangible products that are absolutely EVERYWHERE. Whether you are shopping, to whether you are ringing your child's school: services are everywhere and often they are mixed up with negative connotations.
Service businesses are very interesting organisations because they entirely operate on the knowledge and experience of their employees.
As someone once said to me, "if a service business can't make you as happy as a good, stay away from them".
I have always owned mainly service businesses. Whether it be art or entrepreneurship, I have always focused on perfecting the service. Whereas a good you have to focus on the operations function and the process as outlined above, a service business is substituted with knowledge, experience and skill.
Obviously selling both goods and services are challenges.
Differentiating between them and the difficulty is a comprehensive task, which businesses will need to examine before producing top results.
You may be thinking about what works best for you and your business - whether you want to sell a good or service. The truth is that with every good comes a service. The interdependence between services and goods remains a challenge for businesses each day, and overcoming that challenge is a step in the right direction.