Service Marketing and Product Marketing - What's the Difference?

Marketing of services and product are one and the same in the minds of many people. This is not the case! Find out what its secrets are and how it is done using examples from specific industries such as hospitality or logistics. 

Marketing of services, and product marketing are two distinct branches of marketing. When running a service business, we will reach our customers in a different way. Why? We need to realise the basic characteristics of services that distinguish them from products. And these are:

• Immateriality - the service cannot be touched, it cannot be measured by means of measures of size, weight or volume.
• Heterogeneity - each service is unique and will depend on the employee who performs it, the customer who comes to consume it and the entire environment.
• Impermanence - the service lasts only while it is being performed and passes when it ends. This means that the service cannot be created in the future, in stock, or stored.
• Simultaneity of the service process - the recipient simultaneously provides the service and consumes it.
• Inseparability of the service production process - the service exists in a given place and time, it does not exist outside the process of its provision.

Why is it so important to distinguish between service characteristics? Because it has a direct impact on marketing of services. These differences between a service and a product mean that a company must interact differently with its customers. It will promote itself differently to a facility that organises wedding receptionotherwise the shop. How is it done?

Marketing of services - definition

The authors of the book "Marketing of services" clearly explained all sorts of implications of service features that have a direct bearing on marketing activities.

The most important feature of services: immateriality has a huge impact on the marketing of services. It makes the case that the organisation's activities should be geared towards "minimizing the uncertainty of purchase by creating and providing customers with material evidence, such as catalogs, guides, performance quality guarantees. " In this case, customers should be informed about the quality of the services provided and the benefits of the purchased service should be presented.

Impermanence makes marketing of services will rely on various types of service promotion to attract customers as well as to minimise the impact of seasonality of demand for certain services.

The inseparability of the process of service production and consumption clearly shapes the marketing of services. The company should "Recognize the staff as an important marketing instrument, educate and train them, focus on providing customers with favorable conditions for the provision of services." In turn, heterogeneity requires stimulating brand-building activities as well as developing service quality standards.

When running a service enterprise, one has to be aware that most traditional marketing activities will not be possible to implement because of the specific nature of services. Marianna Daszkowska in 'Services, production, market, marketing' emphasises the particularly intangible nature of services, which determines the much deeper relationship between service organisations and their customers. The starting point in marketing of services will be customers' needs and preferences as well as the efficiency of meeting them.

Marketing of services also uses the basic marketing-mix instruments: product, price, promotion, distribution. They apply equally to services and commercial products. However, due to the different characteristics of services, an additional three elements had to be added to the 4P formula. These are people, material evidence and the delivery process. What is included in these?

Most of all, it's people. The provision of services is based on the relationship between the person who performs the service and its buyer. That is why the company's employees are so important in marketing activities (their qualifications, attitude to clients, etc.)

Material certificates - this is the environment in which the service is provided, as well as the relationship between the recipient of the service and the person providing the service. These material certificates include, for example, the external and internal appearance of the company, its equipment, and the employees' approach to the customer.

Provision process - applies to the entire service provision process. If something goes wrong in the process, the consumer will be dissatisfied and may resign from our services.

Marketing of services - quotes

Daszkowska Marianna, in the book "Services, production, market, marketing" indicates that "marketing of services is a system oriented towards the broad exchange of human activities (market and non-market)."  Explains the specificity marketing of services in two respects.

"Marketing of services is a broad complex of a very heterogeneous nature, for which it is difficult to develop a single theory of marketing activities that is common to all sectors and types of marketing activity." Additionally "marketing of services unlike product marketing treated in terms of a tangible good, must take into account the specific characteristics of the service and its delivery process, which has a decisive impact on the design of specific marketing activities."

A. Mayer proposed a universal definition by saying that "marketing of services is a goal-directed specific system (market-oriented) for directing and shaping all activities proposed by individual economic operators in the service sphere."  A. Palmer, in "Principles of Services Marketing", makes clear the differences between marketing of servicesand the marketing of consumer goods. This difference is marketing itself. In the case of services, it becomes he "a means of facilitating the exchange" - activities such as advertising, public relations or others in the case of services are only part of the overall marketing function because "Consumer opinions about a service and the company that provides it are also based on the relationship between the buyer and seller when producing and consuming at the same time." In the case of marketing of physical goods marketing is a means of exchange in itself.

Taking into account above all the immateriality and simultaneity of the production and consumption of services, Lidia Kuczewska demarcated marketing of services, dividing it into: external and interactive.

External marketing "includes activities related to the delivery of benefits using the marketing-mix instruments. (…) This means that in order to meet the needs of customers, the company must first prepare a service. NThen determine its price, methods of delivering to the client and finally communicate to the market about the possibility of purchasing this service. "

In turn, interactive marketing "assumes that the quality of services perceived by the buyer depends to a large extent on the relationship between the client and the service provider, on the manner of its performance. " In the case of material products, the right quality does not depend on the way they are purchased. In turn, the quality of the service is influenced by both how it was done and what was done during the provision of this service.

Marketing of services and product marketing

It is more difficult than ever to distinguish between these two concepts on the web. Customers have access to thousands of more and less veiled advertisements for services and products on social media. Therefore, the lines between a service that can be used and a product that can be purchased blur for them. How can this be distinguished in the on- and off-line world?

Everyone usually knows whether they are dealing with a service or a product. No definition is needed here. A service is an activity that does not lead to any ownership, which can be provided to another person, company or institution. Marketing of services is therefore to make her take advantage. In short, it is considered to be a more difficult task than product marketing. In this case, the customer needs more information before making a decision. It is not enough communication strategy based on simple messages or eye-catching graphics. Instead, in most cases it is necessary to develop answers to questions such as: for how much, how long, why, when, how, why, etc. marketing communication purposes.

How to create an effective service marketing strategy?

The basis of marketing activities is a well-thought-out strategy. A carefully prepared plan is a kind of manual for the entire campaign - it outlines the next steps and allows you to avoid basic mistakes that could hinder the implementation of marketing goals. Thanks to the strategy, everything is simpler and more effective!

Strategy development marketing of services should start with a comprehensive analysis of the target audience. The study should take into account the demographics, preferences, interests and aspirations of the potential audience. Creating a persona facilitates the choice of communication strategy, i.e. the language and form of messages - we will advertise hairdressing services differently from the services of a car repair shop. Using the information gained from the target-group analysis increases the effectiveness of promotional messages and, as a result, improves the achievement of marketing goals.

The second stage of shaping the marketing strategy is a meticulous definition of the nature of the services provided. It is worth focusing on the benefits that the company has to offer. The key in this aspect is the SWOT analysis, which allows to determine the strengths and weaknesses of services as well as opportunities and threats resulting from the marketing environment. A helpful tool at this stage is the competition analysis, which will allow you to determine the unique features of our offer.

A marketing strategy would be useless if it had no purpose. It is important that the goal complies with the SMART principles, i.e. it is specific, measurable, achievable, relevant and time-bound. The idea of promotional activities may be, for example, to increase the sales of a given service by 20% within the next year.

Every experienced marketer will admit that first customers have to notice and like the company, and only then will they use its services. The strategy should therefore take into account the aspect of creating a positive image on the market by means of appropriate marketing channels - tailored to the target group, the nature of the service and the goal that the company wants to achieve. Social media are extremely helpful in building recognition and relationships with recipients. A contemporary brand that keeps up with the times should take care of its presence in social networks.

The last stages of strategy creation include planning detailed actions and choosing ways to measure the effectiveness of the campaign.

What is included in the scope of marketing services?

Most studies present marketing of services as a collection consisting of seven equally important parts. These are: 

• people: employees, customers, communities; 
• material products: uniforms, equipment, equipment, signs; 
• processes: service, standardization, efficiency etc .; 
• promotions: advertising, promotion, referral marketing and other; 
• product: key service, additional and accompanying services; 
• price: including included cost, demand, competition and more; 
• place: access, location, delivery; 

Such a chart can take into account up to several dozen different sub-points contained in the seven pillars of the marketing of services. This shows that we are dealing with a truly complex phenomenon. 

Nowadays, with the development of technology and increased access to information, marketing services have become an extremely important element in running a business. Their scope is very wide and covers many areas. In short, marketing services include all activities aimed at promoting a product or service and increasing its sales. These may be advertising campaigns, market research, competition analysis or website design. It all depends on the needs and goals of the company. That is why it is so important to use the services of specialists who have appropriate experience and knowledge to propose the best marketing solutions for your business.

The role of trust in the marketing of services

In marketing of services Trust plays a key role in building lasting relationships with customers. Due to the intangible nature of services, customers often base their decisions on the reputation and credibility of the provider. Therefore, marketing services should focus on transparent communication and delivering promises that are in line with reality. In this way marketing of services builds trust and loyalty, which translates into long-term business success.

Use of communication channels in product promotion

Effective product marketing requires the strategic use of multiple communication channels. Integrating traditional and digital tools allows you to reach a wide audience. Marketing services include, among others, social media campaigns, email marketing and content marketing. Adapting the message to the specifics of each channel increases customer engagement. Such integrated product marketing enables effective branding and increases the chances of market success.

Marketing of hotel services

Let's analyse how services are advertised using the example of marketing of services hotel industry. Here you can find our study drawn up on the basis of marketing experience for a large accommodation facility in the Krkonoše Mountains: How to get 1100 inquiries for events? In this case, effective marketing led to inquiries regarding the organization of weddings with a total value of PLN 30,000,000 per year.

According to Cognizant 20-20 insights (In-Product Marketing: A Game-Changer for Customer - Minded Companies), when consumers use a travel portal to book flights and hotels, they choose those that reflect their preferences and interests. "Their (...) data can be used to offer tailored, time-limited offers. For example, a person booking rooms in hotels of your favorite chain should automatically be included in the brand's loyalty program and receive experience offers based on previous choices (rooms, dishes, etc.). "

So how can you promote wedding hall Lower Silesia? At this point it is worth mentioning cross-marketing of servicesas well as on marketing instruments used during the service. However, it is not always possible. Nevertheless, often - thanks to offers targeted at customers who already use the service - it is possible to significantly increase the profit per customer. An example is the offer of taxis, trips or SPA treatments addressed to a hotel guest. Cross-selling can also be used here, in which the product is offered to services.

Analysing marketing of services hoteliers of the most popular brands, examples of successful custom merchandising can be found. Very few of the wealthiest stay at the Chateau Marmont in Los Angeles. But hundreds of tourists a day visit the shop, where they buy accessories, postcards and clothes with the logo of the famous hotel. To some extent, this protects even in a pandemic situation - the Chateau Marmont also has a shop online. Customers wearing sweatshirts or t-shirts with the venue's logo create referral marketing in its pure form.

Marketing of logistics services

Advertising services is also B2B marketing, and therefore more specialized, targeted at companies. "The use of marketing in the operations of a logistics company means the adoption of the following rules of conduct:

• taking into account the key role and position of the client
• alerting market research as an integral part of modern marketing,
• developing and introducing innovative products,
• systemic approach to market problems. "

G. Rosa, M. Jedliński and U. Chrąchol-Barczyk write in their comprehensive study of this topic.

Factors influencing the behavior of recipients of services in the TFL industry determine the shape of marketing activities in logistics. The most important in this case will be to emphasize practical but also basic features, such as price or delivery time. In this case, they dominate the image or image, which is more important in the B2C segment branding. 

How to promote services on the Internet?

As mentioned in the introduction, marketing of services on the Internet is primarily associated with specific requirements. The traditional division becomes blurred here. Applications or software can be advertised both as products and as services. A banal example is streaming and music services. They have replaced physical media, i.e. CDs with music or films, which were purchased. Every now and then, one of the users reads the app's terms and conditions. He or she then realises that he or she only has a licence to a song in iTunes for a certain period of time, but the songs are not his or her property and cannot, for example, bequeath them in his or her will.

It is similar with streaming services that technically only grant permission to watch a movie. Here a philosophical question arises: are these then products or services? On the Internet, both concepts are often combined, and sometimes - as in the case of the platforms described - the features related to the service nature of the application (renting, making available, not selling) are not emphasized.

How to choose a marketing agency?

Choosing the right marketing service can be difficult. First of all, it is worth paying attention to the experience and portfolio of the agency, which should have in it a variety of projects that it has successfully completed for its clients. References and opinions of other companies are also very important. Remember also to tailor the chosen agency to your needs - as it provides many marketing services that are divided into specific areas. To make the best decision, it is also a good idea to ask for quotes from several companies and compare them in terms of costs and services offered.

Choosing a marketing agency that creates effective advertising campaigns is more than half the battle. Thanks to its activities, we can count on an increase in sales as well as an influx of potential customers. Outsourcing of marketing services will ensure the implementation of marketing campaigns at the highest level and will also help in acquiring new customers. And all this thanks to a wide range of agency services, including:

• google ads,
• outbound marketing,
• inbound marketing,
• social media marketing,
• content marketing,
• e-mail marketing,
• mobile marketing,
• event marketing,
• SEO audit,
• customer service audit,
• video marketing.

And how much should the budget for marketing services be? There is no unequivocal answer to this question. It all depends on the specifics of a given company and its business goals. However, it is worth remembering that marketing is one of the key areas that affects the level of sales. The larger the budget for marketing services, the wider the range of actions that can be taken to attract customers and increase the brand's popularity. It's important to plan your marketing spend wisely and focus on what brings the greatest benefits to your business.