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How would an individual increase his sales volume when his item is not a product but a service?
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4 Answers
In my experience, service-based businesses can increase sales in three ways (partially covered by the responses above): 1) Increasing your client base and providing more services through subcontracting arrangements or building a team to support the expanded clientele, 2) Raising your fees so you are increasing your revenue but not your workload, or 3) Creating a passive income stream through "self-serve" products based on your services/expertise.
By subcontracting service delivery to someone else OR by thinking in terms of billable hours if you cannot subcontract and trying to increase the billable time of time that does not normally sell or sell well.
My experience is that it is probably easier to sell "more" of a service than it is of a product. There are multiple ways to increase the revenue delivered in a service offering, including, longer term contracts, SLA's, or expanding the service offerings (either the types of services delivered) or the markets served.
The easiest way to sell more of your services is to sell to the people who are already using your services. Second, I would target non active clients who have used your services in the past. Third, target your competitor's clients.
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