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Selling the Intangible vs. a Defined Process
A few months ago, we had a landscape designer come to our home and give us an estimate. He had good reviews and was focused on a water-wise landscape. While his price was pretty reasonable, he did not do any sketches of his designs before installation. We decided to not use his services, because we were not sure what we would get.
While this is an extreme example, it is a common challenge for many service-focused businesses. People buy your service without being able to see
