Service-Oriented

Likes

Service, attention, follow-up

Dislikes

Self-serve only, neglect

Recommended sales approaches

• The Analogy It's like X for Y.
• The Delight Delight them with unexpected value.
• The Demo Show, don't tell; let the product sell itself.
• The Early Bird Early adopters get a better deal.
• The Holiday Holiday or seasonal tie-in.
• The Invitation Invite them to an event or experience tied to the offer.
• The Loss Aversion Frame around what they lose by not acting.
• The Loyalty Reward repeat or long-term commitment.
• The Number X customers, Y years, Z countries.
• The Premium Alternative Better than the free option.
• The Proof Numbers, logos, testimonials.
• The ROI Calculator Show numbers: cost vs. return.
• The Script Tight script for consistency.
• The Segment-Specific Message tailored to their segment.
• The Simplifier Simplify their problem and your solution in one sentence.
• The Three Bullets Three benefits only; clear and memorable.