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Because services are intangible, marketing communications for services do more than sell services. Communications render services more tangible, and present prospects something firm to make reference to.

As a result, marketing communications for most services haul around a heavier load than communications for products. A bright red Porsche 911 convertible, for example, yells loudly and beautifully for itself. Very few services shout for themselves at all.

We implicitly trust most products. We trust that our new tyres won’t blow out, our white sugar will taste sweet, and our aspirin will reduce our headaches without bad side effects. But we are far less trusting and certain about most services.

We worry that our lawyers and web designers will toil on our behalf more than necessary, and bill more than is warranted. We are concerned that the latest weight loss service will be useless, just like the five before it. We worry that our home renovators will exceed their budget and finish weeks after they promised. We worry that the collection agency we hire for our service will badger our clients worth keeping and collect only a small part of our outstanding receivables.

So unlike communicating about products, communicating about services must make the service more tangible and real, and must reduce risk for the worried prospect. It’s not like selling Porsche automobiles.

For more information about services marketing and making services more concrete, visit Rob Johnson’s Twitter page. Sponsored by Rob Johnson of http://seocairns.seovoodoo.com.au/

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Because services are not touchable, marketing communications for services achieve more than sell services. Communications make services more tangible, and give prospects something firm to measure.

As a result, marketing communications for most services drag around a heavier burden than communications for products. A bright red Porsche 911 convertible, for example, shouts loudly and beautifully for itself. Very few services speak for themselves at all.

We implicitly give trust to most products. We trust that our new tyres won’t blow out, our white sugar will taste sweet, and our aspirin will reduce our headaches without bad side effects. But we are far less trusting and certain about most services.

We fret that our solicitors and web designers will work more than necessary, and charge more than is warranted. We are concerned that the latest weight loss service will be useless, just like the three before it. We worry that our remodelers will exceed their budget and finish weeks after they promise. We worry that the collection agency we engage for our service will badger our customers worth keeping and collect only a small part of our outstanding receivables.

So unlike communicating about products, talking about services must make the service more tangible and real, and must soothe the worried prospect. It’s not like selling Porsche automobiles.

For more information about services marketing and making services more concrete, visit Rob Johnson’s Twitter page. Sponsored by Rob Johnson of http://seocairns.seovoodoo.com.au/

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