Having a “menu” of services…

I just finished Michael Katz’ latest newsletter, in which he spoke about the value of having a “menu” of service programs or products on your web site.

He likened the idea to how it works when you go to a restaurant:  You go because you are hungry (you have a need).  You already know to some extent what you will be “shopping” for as you have selected a particular type of restaurant:  If you’re looking for pub food, you aren’t going to an Italian establishment, etc.  Once you take your seat, and are handed the menu, you are presented with what they offer, most of us don’t start off by asking for things not on the menu.

Michael reflects that typically most service professionals provide information on their web sites that is more akin to being given a tour of the kitchen rather than given a menu…

When you know you want a hamburger, do you care how hot the grill is, what brand spatula is used to flip the burger or how big the potatoes that the fries came from were?

Providing clearly detailed examples of a handful of your most popular “dishes” on your website will greatly speed up your selling process.

Read Michael’s article here.

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