Marketing Exposure

What makes it hard to sell your services? Is it because your services are not tangible?
Is It Because buyers find it hard to understand what you do? Well, it's all that and something
more. It seems like the more you try and explain what you do the more your potential customers get that starry eyed gaze. So you try harder. However, the harder you try to explain your services,the less engaged becomes your potential customer. Sometimes they literally squirm in their chair and their eyes dart to the door you can almost see them thinking, "How can I get out of here?" This is really frustrating because you are only trying to help your buyer. You want to help them understand how you can help them. Plus you want to actually help them get what they need you know. Here's the problem. You deal with situations similar to their situation every day. But they do not. Because of your familiarity with problems like theirs you see what they need long before they do. And that leads you down a dangerous path that causes you to lose your potential customer in the weeds before you reach the clearing-where you can share the same view. The best way to avoid this is to stop trying to explain what you do. The first thing a buyer must know before they can work with you is that you understand what they need. They will not be confident you understand until you ask good questions and then hear them out. You should be able to summarize what they've told you and have them tell you that you are on track. The second thing a buyer must know is that you can do what you claim you can do.