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Thanks for telling us about the problem. Return to Book Page. Preview — Selling the Invisible by Harry Beckwith. Get A Copy. Hardcover , pages. More Details Original Title. Other Editions Friend Reviews. To see what your friends thought of this book, please sign up. To ask other readers questions about Selling the Invisible , please sign up.

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Selling the Invisible A Field Guide to Modern Marketing

More filters. Sort order. Mar 08, Janet rated it really liked it Shelves: business-professional-services , sales. Sound bytes on how to sell services, which is drastically different than selling a product. Key points, borrowed from others reviews: 1 Simplify access to your work! A Sound bytes on how to sell services, which is drastically different than selling a product.

Are you just showing up, or does every day offer a chance for you to show your value in a specific way? Your boss or client has three choices and you are the last: to do nothing, to do it themselves, or to use you. Focus on being the first choice every time. Shelves: non-fiction , marketing , business , sales , branding.

Selling the invisible : a field guide to modern marketing / Harry Beckwith.

Powerful, practical advice on marketing and selling services and intangibles. The short lessons are easy to read, yet thought-provoking and entertaining. The examples and stories work well for illustrating his points, but I prefer to see claims backed by broader research and statistical evidence.

Some of my fav Powerful, practical advice on marketing and selling services and intangibles. Some of my favorite parts were about selling relationships rather than expertise. I read this because it was recommended on BizCraft Episode 6 — All about pricing. Later, a friend who runs a successful IT services company recommended it. I wish I had read it a year ago when I first heard about it. Here are my notes. The quotes are straight from the book.

Selling The Invisible – Book Review for Local Small Business Marketing

Create what it would love. Think of your skills. Instead, you are selling a relationship. Spread your word however you can. Follow up brilliantly. Make yourself an excellent choice. Then eliminate anything that might make you a bad choice. Charge by the years. Give them a brand. It is indifference.

They buy how good you are at who you are.

Selling The Invisible: A Field Guide to Modern Marketing - Harry Beckwith - CST

Sell your prospect. Show your client what you have done. If you beat the deadline If you came under the estimate If you are especially proud of something you did, make sure the client knows. Communicate your successes: new clients, new successes, new awards, new recognitions, new testimonials, growth in staff and revenues.

View all 3 comments. Mar 21, Heidi Cullinan rated it really liked it. What I enjoyed most about this book was the idea that services should be viewed as something to sell, just like a product. I found I wanted to hand it to several local businesses and even some larger corporations, because if more people behaved like this, we'd all enjoy our business interactions so much more.


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My only complaint is that in business terms, it's been awhile since it's been written. I'd love to see it revised and include a chapter on the internet. Though, to be fair, I got my copy fro What I enjoyed most about this book was the idea that services should be viewed as something to sell, just like a product. Though, to be fair, I got my copy from the library, and this may exist but I don't know it. I'll add that I am in no way a marketing type; I read this for research for a character I'm writing.

So I'll add that this book is very accessible for a layman. View 2 comments. Jan 27, Melissa Jill rated it it was amazing Shelves: business. All you wedding industry business owners - put this on your must-read list. It's packed full of good stuff. Not to mention it's written with us in mind.

Selling The Invisible: A Field Guide to Modern Marketing

Take the title: "Selling the Invisible. I love how Beckwith starts the book: "So as a service marketer That is where your marketing must start: with a clear understanding of that worried soul.

Over and over again while I read this book, my belief in the power of blogging was confirmed. Blogging is so powerful because it helps form a connection with potential clients that can grow trust within their hearts and eliminate the fears and uncertainty they are faced with when hiring a wedding photographer. Blogs give the business owner the opportunity to demonstrate integrity and consistency which are foundational if we are going to ask clients to trust us. As Beckwith says, "A service is a promise What you really are selling is your honesty.

They feel they can trust me. What an honor. I really take that seriously. And it makes me want to do whatever I can to continue to build trust in them throughout the course of our working relationship through amazing customer service. His chapters are short and to the point with the point literally spelled out in bold faced type at the end of each one.

There is just a wealth of information in this book and it really inspired me. Don't charge by the hour. My first impression of the book? At one point it started to be so ridiculous that I was beyond annoyed — I was certain that English language simply must have other words that could be suitably used instead of "service".