How to sell professional services – Start with your Why.

We suggest that you start with your ‘Why’, the purpose behind your website, because that’s what really matters. When people visit your website, they should know immediately why you’ve made it. People will also want to know what’s in it for them. That’s the point of your website. To provide information, support, a service, or just to sell your expertise.

How to sell services online – Define your audience

It’s helpful to think about your target audience in terms of your product. For example, we offer consultancy services in sales and marketing. As a small business owner, I’m interested in making money, and as such, I’m interested in what’s going to help me get there. I’m also interested in how I can develop my skills and understanding to be able to make the most of what’s out there.

Make sure you know exactly what you’re offering.

It’s worth checking out what other websites and blogs have to say about you. Are they saying the same thing? What’s the tone of their writing? Is it enthusiastic? A bit negative? How can you change that?

Develop a strong online presence:

Having a professional website and being active on social media platforms can help establish you as a credible and trustworthy professional. Your website should clearly outline your services and include information about your experience and qualifications. It’s also a good idea to regularly update your website with new content and to engage with followers on social media platforms. Maintaining a strong online reputation through customer reviews and testimonials can also help build trust with potential clients.

Offer free resources and content:

Sharing valuable resources and content related to your professional services can help establish you as an expert in your field and attract potential customers. Consider creating and sharing blog posts, videos, podcasts, or other types of content that provide value to your audience. This can help build your credibility and establish you as a trusted resource for information related to your services.

Use email marketing:

Email marketing can be a powerful tool for promoting your professional services and staying in touch with potential clients. Consider sending newsletters, special offers, and updates to your email list to keep them engaged and informed. Make sure to segment your list based on the interests and needs of your audience, and to personalize your emails to increase their effectiveness.

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Utilize paid advertising:

Paid advertising can be an effective way to reach a targeted audience and promote your professional services online. Consider using platforms like Google AdWords, Facebook Ads, or LinkedIn Ads to reach potential customers. These platforms allow you to create targeted ads that reach specific demographics or audiences based on interests, location, and other factors.

Network and collaborate with other professionals:

Building relationships with other professionals in your field or complementary industries can be a great way to promote your services and find new clients. Consider collaborating on projects, attending industry events, and joining relevant online groups or communities. Networking can help you make valuable connections, learn about new opportunities, and gain exposure for your business.

Offer exceptional customer service:

Providing excellent customer service is key to building a successful business, and this is especially important when selling professional services online. Make sure to respond promptly to inquiries, be attentive to customer needs, and follow up after projects are completed to ensure satisfaction. This can help build trust with your clients and increase the likelihood of repeat business.

Leverage search engine optimization (SEO):

Optimizing your website and online content for search engines can help improve your visibility and attract more potential customers. Consider using keywords related to your professional services in your website content, and make sure to include relevant information about your services on your website and social media profiles. This can help your website rank higher in search engine results, making it more likely that potential clients will find your business when searching for related services.

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Utilize online scheduling and payment tools:

Online scheduling and payment tools can make it easier for potential clients to book your services and make payments, which can help streamline the process and increase conversions. These tools allow clients to schedule appointments or make payments online, making it convenient for them to do business with you.

Offer online consultations:

If your professional services can be provided remotely, consider offering online consultations or meetings. This can be a convenient option for clients and can help you reach a wider audience. Online consultations can be conducted via video conferencing platforms or phone, and can be a effective way to provide personalized advice or guidance to clients.

Consider offering package deals or subscriptions:

Bundle your services together or offer subscription-based options to make it easier for clients to purchase your services. This can also help increase customer loyalty and repeat business. Package deals can be a convenient way for clients to access multiple services and result you in making more money.

Use customer reviews and testimonials:

Customer reviews and testimonials can be a powerful marketing tool, as they provide social proof and can help build trust with potential clients. Make sure to ask satisfied customers for reviews and showcase them on your website and social media profiles. Reviews and testimonials can help potential clients understand the value of your services and make informed decisions about whether to work with you.

Partner with complementary businesses:

Consider partnering with businesses that offer complementary products or services to your own. This can be a great way to reach a new audience and potentially generate more business. For example, if you are a marketing consultant, you might consider partnering with a web design firm or a social media management company. This can help you offer a more comprehensive range of services to your clients and increase your value proposition.

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Utilize video marketing:

Video marketing can be a effective way to showcase your professional services and personality, and can be a powerful tool for engaging potential clients. Consider creating videos highlighting your services, sharing behind-the-scenes glimpses of your work, or offering tips and advice related to your field. Video marketing can help potential clients get to know you and your business better, and can be a effective way to showcase the value of your services.

Host webinars or workshops:

Hosting webinars or workshops related to your professional services can be a great way to attract potential clients and establish yourself as an expert in your field. You can offer these events for free or charge a fee, and they can be a convenient way to reach a wider audience. Webinars and workshops can be a effective way to provide valuable information and education to potential clients, and can help you build a following and generate leads for your business.

Use social media to connect with potential clients:

Social media platforms like LinkedIn, Twitter, and Facebook can be a great way to connect with potential clients and promote your professional services. Consider sharing updates about your services, engaging with followers, and joining relevant groups or communities to reach a targeted audience. Social media can be a powerful way to establish yourself as a thought leader in your field and build relationships with potential clients.

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Utilize content marketing:

Creating and sharing valuable, informative content related to your professional services can help attract potential clients and establish you as an expert in your field. Consider starting a blog, creating infographics, or sharing case studies or success stories related to your services. This can help build your credibility and demonstrate the value of your services to potential clients.

Use affiliate marketing:

If you have products or services that complement your professional services, consider using affiliate marketing to promote them. This can be a great way to generate additional income and provide added value to your clients. Affiliate marketing involves promoting other companies’ products or services in exchange for a commission. This can be a effective way to monetize your website or social media following and provide your clients with valuable resources or products.

Offer discounts or promotions:

Consider offering discounts or promotions to new clients or as part of a loyalty program to encourage business. This can be a effective way to attract potential clients and drive sales. Discounts and promotions can be used to entice potential clients to try your services or to reward loyal customers for their business.

Utilize retargeting ads:

Retargeting ads can be a effective way to reach potential clients who have shown interest in your services but have not yet made a purchase. These ads can be targeted to people who have visited your website or interacted with your social media profiles, and can help increase conversions. Retargeting ads can help remind potential clients about your services and encourage them to take action.

Sales process for professional services

Invest in professional branding and design:

A professional, cohesive brand and design can help establish credibility and trust with potential clients. Consider hiring a professional designer or branding expert to create a strong visual identity for your business. This can include developing a logo, choosing colors and fonts, and creating a consistent look and feel for your website and marketing materials. Investing in professional branding and design can help differentiate your business from competitors and create a strong, professional impression.

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Use referral marketing:

Referral marketing involves encouraging your current clients to refer your services to their friends, family, or colleagues. This can be a effective way to generate new leads and attract potential clients. You can encourage referrals by offering incentives or rewards to clients who make successful referrals, or by simply asking for referrals directly.

Utilize influencer marketing:

Influencer marketing involves partnering with influential people or brands in your industry to promote your services. This can be a effective way to reach a larger audience and increase awareness of your business. Consider identifying influencers who align with your brand values and reaching out to them to see if they would be interested in collaborating on a campaign or promotion.

Offer a free trial or demo:

Offering a free trial or demo of your services can be a effective way to attract potential clients and demonstrate the value of your services. This can be especially useful if your services are difficult to explain or if clients are hesitant to commit to a purchase. A free trial or demo can help potential clients see the benefits of your services firsthand and make an informed decision about whether to work with you.

Utilize chatbots or live chat:

Chatbots or live chat can be a convenient way for potential clients to get in touch with you and ask questions about your services. These tools can help you respond to inquiries and provide information in real-time, which can be a effective way to convert leads into clients.

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Use paid search results:

Paid search results, also known as pay-per-click (PPC) advertising, involve placing ads at the top of search engine results for specific keywords. This can be a effective way to attract potential clients who are actively searching for the types of services you offer. PPC advertising allows you to bid on specific keywords and pay for your ad to appear at the top of search results when those keywords are searched. This can be a effective way to drive targeted traffic to your website and increase conversions.


In conclusion, there are many strategies you can use to sell professional services online. Some key tactics include developing a strong online presence, offering free resources and content, utilizing email marketing, and utilizing paid advertising.

The big challenge with selling professional services online is that there is no ‘easy button’. You have to make sure that your business has a great reputation, that your services are valuable to the people you want to serve, and that you are willing to put in the time and energy necessary to maintain the kind of service that you offer.

While it is true that it takes a little more effort than selling physical products online, the upside is that you can create a very profitable business and a very stable lifestyle.

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