Sell the Service, Then Sell Your Service

Premier promotional points


The secret is to know your customer. Segment your target as tightly as

possible.  Determine exactly who your customers are, both demographically

and psychographically.  Match your customer with your medium.  Choose

only those media that reach your potential customers, and no others. 

Reaching anyone else is waste.” 


Robert Grede, author of Na ked Marketing, the Bare Essentials (Prentice

Hall, 1997)


“The moment you make a mistake in pricing, you’re eating into your

reputation or your profits.”


Katharine Paine founder of the Delahay Group


“The key word is flexibility, the ability to adapt constantly.  Darwin said it

clearly. People thought that he mainly talked about survival of the fittest.

What he said was that the species that survive are usually no the smartest or

the strongest, but the ones most responsive to change.  So being attentive to

customers and potential partners is y best advice – after, of course,

perseverance and patience.”


Phillipe Kahn founder of Borland International and Starfish Software


 “Advertising people who ignore research are as dangerous as generals who

ignore decodes of enemy signals.” 


David Ogilvy in Ogilvy on Advertising


“People expect a certain reaction from a business, and when you pleasantly

exceed those expectations, you’ve somehow passed an important

psychological threshold.” 


Richard Thalheimer, President of The Sharper Image


You sell your practice twice.  First you sell the service, and then you sell YOUR service.


For help with your marketing and practice-building endeavors contact Natalie J. Armstrong-Motin directly at

Categories Selling Service, Uncategorized

Leave a Reply

This site uses Akismet to reduce spam. Learn how your comment data is processed.

%d bloggers like this:
search previous next tag category expand menu location phone mail time cart zoom edit close