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Wiley

Marketing Your Services: A Step-by-Step Guide for Small Businesses and Professionals

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Description

Marketing Your Services You may be one of the best doctors, consultants, accountants, caterers, or investment advisors around, but when it comes to marketing your service, you may also be the first one to admit, "I don't know what to do." Now, here's a book that shows you, step by step, how to market your services--painlessly, confidently, profitably. Marketing Your Services shows you: How to define and promote your services to the right market How to differentiate your business from other similar businesses How to price and package your services How to turn qualified prospects into customers and build long-term relationships with clients "This is the best book I have seen about Marketing--making your mark in a way that hits the mark. You will be provoked, persuaded, and pleased by this guidebook for painless marketing mastery." --Chip R. Bell Author, Service Wisdom "Simply put, this is the most useful book on marketing for service firms I know of. It is also the best written. Read it." --Clay Carr Author, Front-Line Customer Service "An excellent guide to the marketing maze for any small business that wants to get a firm handle on just what service they provide, and learn how to enjoy making money doing it." --Martin T. Cannon Director, Paper Product Development The Procter & Gamble Company Read more

Publisher ‏ : ‎ Wiley; 1st edition (May 14, 1990)


Language ‏ : ‎ English


Hardcover ‏ : ‎ 256 pages


ISBN-10 ‏ : ‎ 6


ISBN-13 ‏ : ‎ 86


Item Weight ‏ : ‎ 1.16 pounds


Dimensions ‏ : ‎ 6.32 x 0.93 x 9.45 inches


Best Sellers Rank: #1,252,387 in Books (See Top 100 in Books) #238 in Business Marketing #390 in Service Industry (Books) #5,146 in Marketing (Books)


#238 in Business Marketing:


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Top Amazon Reviews

    • Marketing Your Services; A book in a class of its own.
Strong words in my title but as someone who's read a number of books aimed at promoting a service business, I'm perfectly comfortable with the words. The author writes with passion and obvious experience. Essentially, what you have is a book about marketing that's both an informative and interesting read. A great deal of that comes from the many case studies dotted throughout. The consultants featured come from a variety of professions. You'll get to listen in as Putman guides an accountant, a chiropractor, business consultant and more, toward a successful marketing system. And while your area of expertise may differ from those featured, the various concepts are clear (mumbo jumbo free), comprehensive, and to the point. Unlike a lot of other marketing titles, Putman's book reads just like a novel. So, instead of being a stack of good ideas that are presented in a relatively random fashion, where you can open any page, in any chapter, and dig out an idea, you'll need to read this one from front to back to get the best out of it. Mind you, it's tempting to jump ahead. I'm quite shy person and find the marketing aspect of my business pretty daunting. This book changed that and helped me plan the `what, when, how and why' of what I to say to get the best ROI for my marketing efforts. It's the lesson on setting a "relationship agenda" that helped me with that most of all I think. When you set an agenda there's no reason to stumble over what to say. What that means is that I now look forward to the chance of marketing (not selling) my business. I can't believe I just said that! A word of warning; this will take effort on your part. It'll take reading, thinking, writing and then it's pretty likely you'll want or need to repeat that process in some spots. One thing I will mention, and it's more of an observation rather than a criticism. The book was written in 1988 (published 1990), so internet marketing is not featured. But, the good news is that you can still take the concepts and adapt it to your online business presence (in fact, you'd be foolish not to). Don't worry though, the content remains as relevent today as it was in 1988. I got my copy a little cheaper from the Amazon marketplace for about $15 or so, but I can honestly say that the value has come back to me 10 fold...at least. ... show more
Reviewed in the United States on February 27, 2010 by Donna Ross
    • A marketing coach who lives with you
This book is fantastic. Putman sets out step-by-step precisely what to do to create and execute on a marketing strategy. It is like having a marketing and sales coach in your office all the time. The book is structured so that explanation of concepts are interwoven with examples and exercises. The process is normalized so that you are encouraged to see that you are both not alone in your inexperience and you are empowered by the exercises with a real strategy and plan on how to execute that strategy. It requires a lot of work and time to do all of the exercises and they are worth every minute spent doing them - do them all, it takes less time to do the exercises and to go out and market with an effective method than it does to market ineffectively for years. Doing the exercises will give you confidence in your ability to sell your services. The book was written in the pre-internet era so our current web, social networking, blogging, and other electronic broadcasting need to be integrated into your strategy without Putman's guidance. ... show more
Reviewed in the United States on April 17, 2014 by Ava F.
    • a complete manual about marketing
I read many books about marketing. Most marketing books are good for IBM or Apple, but not for my small company. The book by Putman was revealing. It does not speak about missile science. It lists things that can be actually done with success by everybody. I have read and reread the book and keep it always on reach. It is my gospel and I keep learning a lot from it. ... show more
Reviewed in the United States on October 29, 2013 by duilio foschi
    • Highly recommended
Simple, straithforward and to the point (hitting the mark). Good advice that does not just sound good, but is being presented in a very practical hands-on way. Very well written, very practical to implement (take your own step-by-step actions). A definite good buy and destined to become a classic.
Reviewed in the United States on May 23, 2013 by Mohamed Elkholy
    • Five Stars
Great reference
Reviewed in the United States on December 28, 2015 by ErnieRader
    • One of the best, if not THE best books on marketing services
Of all the books I've read on "Marketing Your Services" this has to be the best. The reason is that Putman gives the most comprehensive, in-depth and holistic view of marketing I've ever seen in print. He looks at marketing your services not as a chore you need to get through but as a fun and challenging activity to improve the success of your business. Everything is covered here, from finding your niche to taking care of clients. The style is fun and informal and includes many stories and real life examples. This is a "must have" book if you want to attract new clients. ... show more
Reviewed in the United States on March 16, 1999 by Robert Middleton
    • Highly recommended
I read lots of business start-up books since I help people start successful businesses for a living. Finding a book written by someone who has something new to say is rare. This is a book which is not just a recycle of someone else's work. Most books are written for product-based businesses so the 4 p's of marketing are applicable, but service businesses are really different. You can't taste, touch, or otherwise inspect a service before you buy. Putman's chapter on pricing justifies the price of this book by itself. The book is also helpful in dealing with price objections, a critical part of any business. While it's pricing component is not new, the method provides a great baseline for your business. I particularly liked the method by which Putman helps entrepreneurs creates benefit statements. People don't buy based on a feature list. ... show more
Reviewed in the United States on February 7, 2005 by Doug H
    • Best services marketing book around
It's difficult to market a service - you're marketing the invisible. It's even more difficult to find a services-specific book on marketing. Anthony Putman cuts right to the bone with his ideas, approach and presentation. This is the best marketing book I have ever read. And, I have bought dozens to give to my friends in the service industries. ... show more
Reviewed in the United States on April 21, 2006 by Ed Page

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