What’s that you say? What have I been smoking? No, really, I’m not kidding you here. Service businesses really do have inventory they are trying to sell. Now before you think I’ve really gone off my rocker, let me explain… A service has two main things to sell: Time Knowhow And hey goofball, anytime you provide a service, you are selling both of these finite items. Let’s define what these mean… Time: You do know that there are only so many hours in the day, right? You can’t add any more (unless you have some magical power). The only thing you can do to expand…

  Lots of people talk about how unique their products and services are. Many times when I listen to them, I start yawning. Boring… Why? 2 main reasons: Sellers tend to look at their offerings from their perspective. How much did this cost me to produce? What features and benefits should I offer? Sellers can be lazy. They don’t have a clear sense of their market demographics, and they don't do the market research to validate the characteristics and size of their markets. What does that mean? Well, it usually translates into sellers becoming product pushers. And when sellers do that, they make it…