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Selling The Invisible : A Field Guide to Modern Marketing - Harry Beckwith

Selling The Invisible

A Field Guide to Modern Marketing


Published: 20th March 2012
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7 to 10 business days
RRP $35.00

SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as:

  • Greatness May Get You Nowhere
  • Focus Groups Don'ts
  • The More You Say, the Less People Hear &
  • Seeing the Forest Around the Falling Trees.

Getting Started
The greatest misconception about service marketing
A world on hold
The Lake Wobegon effect: overestimating yourself
Those cartoons aren't funny
Let your clients set your standards
Bad news: you are competing with Walt Disney
The butterfly effect
A butterfly named Roger To err is an opportunity
The ad-writing acid test
The crash of Delta Flight 1985-95
Getting better vs. getting different
The first rule of marketing planning
The possible service
Surveying and Research: Even your best friends won't tell you
Even your best friends won't tell you But they will talk behind your back Why survey?
The letterman principle
Frankly speaking: survey by phone
The one question you should never ask
Focus groups don't
Table of Contents provided by Publisher. All Rights Reserved.

ISBN: 9780446672313
ISBN-10: 0446672319
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 256
Published: 20th March 2012
Publisher: Little, Brown & Company
Country of Publication: US
Dimensions (cm): 19.0 x 12.8  x 1.9
Weight (kg): 0.21
Edition Number: 1