Outside consultant: Selling a product vs. a service

Sunday, June 23, 2013

Mike Porter, Ed.D., director, Master of Business Communication Program, was the author of the Star Tribune's Outside Consultant column this week, providing guidance on selling a product vs. a ­service.

"In selling a service, the value of building a positive relationship becomes imperative, especially in something like coaching, where you plan to have a recurring interaction with clients (a key measure of success)," said Porter. "It might seem like the sale of a product could be more transactional, but it shouldn’t be since very few products are truly 'once-in-a-lifetime' purchases. So a measure of success stems from the repeat sale, or sales of allied products and services you offer."

Originally published: 06/23/2013, Star Tribune