A Fun Research Project for Service Professionals
It's easier to think of packaging when it's a product. Is it in a clear plastic wrapper? What's on the label? Is the shape standard or unique?
Many questions need addressing before a manufacturer can create the package.
Yet, when we sell a service, there isn't a physical package. Nevertheless, there is a feeling of a package. Until you see, touch, feel it yourself, your prospects can't feel it either.
Service professionals seldom stop to touch, feel, and smell their service. Or even what shelf their service is on.
Today, is a new beginning to all this. Today begins a fun adventure.
Soon, your customers will too. Prospects will share your same experience only after you do.
Imagine your service were sitting on a retail store shelf. Is it in Wal-mart, Target, an office supply store, a gift store, maybe a Newman Marcus? Where do you like to shop? That's a good clue of what you want to accomplish.
It's time for an R&D project at the mall. Moreover, it must physically be completed. Even if you're a solopreneur.
Locate a store that "feels" like your service. Sit out front. It's your store. What do you see in the window?
Even if you discover you looking at the wrong store, you've discovered many things.
Who is going into the store?
What do you feel when you walk in? Can you put your finger on what gives you this feeling?
How is your customer service rep dressed? Acting. Responding to customers.
Share this experience with a few business friends. Each of you needs to find the store that speaks to you. Set a time. Regroup and talk about the experience. If you want, visit each store with them. Let them share their vibrations, vision, and why. See if you can feel it too. Explain what your store will look like, feel like, and take them through your store.
Was your store multi-level? Or single?
Is your service only in one part of someone else's store? Now widen the picture. If this was entirely your store, what's on the bottom floor – the other floors?
Name the departments. Play a name game with your friends.
Imagine lifting one particular service package off the shelf.
How does it feel? Do you immediately turn it over? Is it soft, hard, in-between?
Where's the label? What's on it? Is your picture on it? Someone else's? If it's your picture, are you playing tennis or in a business suit? Does the picture fit the feeling of the package that you want it to represent to a buyer?
Some people dress up in a suit, yet send off the feeling they are playing golf. This misdirects a sale. Your prospect can feel this. It's better to dress as if you're playing golf. This may go against the grain of how you should be dressing in your profession. It's better than the package not displaying the product correctly.
Take notes of your experience.
After, connect your observations, feelings, energy with what your customers are receiving right now. Any changes?
Allow this to build over a few days. The nuances to change will appear. Normally, one at a time. Only make a change when your intuition feels powerful about it. Record the change if the intuition isn't power. Allow a few more days to see how it expands.
The results will be amazing. I promise.
The next time you meet with a prospect . . . mediate a few minutes to get into these feelings. Feel your service, feel your package. Allow everything to match. Once the energy is aligned, your prospects will be too. Sales will improve.
Have fun with this . . . be adventurous . . . do what feels right.
