In a world where your prospective client is 60 – 80% of the way through their sales process, it is almost impossible not to compete on price. We hear this all time. I believe that that is not true! So here’s the way to make sure that your prospective client chooses you.
You need to find a way to show them the value of working with you. What makes you different than all the other choices they have. This can be done by showing them that you understand how to solve their problem. Spend the time to truly understand what your ideal client is thinking; what keeps them up at night. Show them the picture of what life will be like when their problem is solved by you.
Talk to your existing clients and ask them a few of the following questions:
- Why did they select you over your competition?
- What do they think your strengths are?
- What did you help them solve? (In their words)
- How would they describe you to a friend?
Use the information to carefully craft your message about what makes you different and why someone should select you.
There are lots of ways to differentiate yourself, this is just one. If you are looking for help in finding how to stand out from your competition, we are here to help!