 So when you want to sell service design more easily and explain the value of service design to potential clients One of the things that works really well, and you should do is talk about the price a company pays When a service failure occurs so service failures are the moments we all know where Something didn't feel like it was designed for us as customers and it happens every day So talking about service failures makes a client realize Sort of the price they pay when it's a when their service isn't working now in the selling service design with confidence course That I'm running one of the students Marsha asked is there a difference a company pays the price of company pays between service failures that happen through tech errors or That happened due to process or human errors And I think that's a great question because there is a huge difference if you think about it usually when a service failure occurs Due to a tech error like you didn't receive a status update email or I don't know the flight booking system Gives you an error page or something like that. That's not personal and it's for a company It's quite easy to fix that, you know, you'll you'll be okay the next time they provide a solution but if a service failure occurs because it's a human error or process error like a Waiter that is being rude or the customer service people who don't show empathy now That's a big problem because what happens there is the price you pay is like you lose trust and Regaining trust requires so much effort from a company that the penalty like For human service failures is much much higher. So The next time you're going to have a conversation with a client and you want to show and demonstrate the value of service design let them think about service failures that they had to encounter and service failures where the Relationship was damaged trust issues stuff like that and let them think about Okay, how much is it worth to me to sort of make sure that that doesn't happen in our situation or that we can Minimize a risk that that happens in our situation and way to minimize that risk is to use service design to design those services anyway, you get the point Service failures and there was a big difference between service failures due to tech and due to human errors So great question Marshall. If you're interested in learning more on how to sell service design Check out the course selling service design with confidence and you'll be able to also ask questions like this the link to the course is down here and Yeah, that's it for this video. Thanks for watching and I'll see you in the next one