To get ahead in business and move away from the pack, you need to create competitive advantages and differentiators for yourself. Using the same old boring sales techniques that everyone else uses isn’t going to give your business a competitive edge. All it’s going to do is put a little bit of money in your pocket, and make you feel half-decent at the end of every day, but what I’m talking about is shooting for the moon here, making some serious money, and feeling like you’re on fire before you go to sleep at night.
Luckily, there are a few tried-and-true ways that you can use to create competitive advantages and differentiators for your business, and I’ve shared them below. Just remember, to have them make a big impact, in a short amount of time, you must actually implement them.
Everyone loves to save. Hit people where it counts most to them i.e. right in their pocket. Be careful though, as this can be a slippery slope if you’re not providing value, and you’re just in there with a low price. Look at the soft cost savings as well. Time is money, so if you can save them time, you can save them money, and if you can save them office space, that’s going to equate to dollars saved as well.
This is an easy way to upsell add-on products and services. You’ve already done all the hard negotiating to get your foot in the door, now it’s just a quick simple email saying, “Hey, you already use or XYZ product, so why not try out our ZYX product?” It’s like buttering warm bread, but it needs to be done right to work effectively.
Needless to say, if you don’t provide value, you will not be in business for long. Low price bidding is like picking up scrap metal, you have to pick up a ton of it to make any money. Here’s an example, get on a treadmill, turn the speed to level 5, then level 10, then level 15, you start to get it here? You’ll never outrun the bottom line. Dump that low price jargon and start to provide value if you’re really looking to build a sustainable business.
Offer non-standard coverage.
Every business offers Monday to Friday service hours, so why not offer non-standard hours i.e. on weekends and after hours, and charge a premium. People in need will pay a premium, and they’ll thank you for it. Look at it like this, you own a home, it’s the weekend, and your air conditioning stops working, do you think twice about calling for repair? The answer is, at least in most instances, no. Offering non-standard hours will help you build new customer accounts because you may literally be the only company able to do what a person needs, when they need it most.
All of the above suggestions will 100% without a doubt create competitive advantages and differentiators for your business. Creating competitive advantages is one of the best ways to put more money back in your pocket, while increasing your profit per sale. Be the company that people can count on when they need it most, and customers will keep coming back to you for years to come.