ï¶ What makes you different from your competition? ï¶ What is your Unique Selling Point (USP)? ï¶ Why should a client choose you? When I ask businesses these questions as part of my coaching preparation, the answers are rarely precise. I hear expressions such as "reliable" or "dependable" "we care for our customers" or "we offer value for money". These are NOT differentiators. Clients expect reliability and value for money. So what makes you different? When people give the question thought, even though they may essentially offer a similar product or service, they find that they can differentiate, for example: • Years in business • Awards • Qualifications • Training • Personnel • Quality standards • Guarantees • Reputation • Recommendations / testimonials • Trade or Professional memberships • Delivery times • Track record Once you have decided on your USPs, condense them into a one minute "elevator pitch". This is a statement as to why a client should consider buying from you. And have an example or anecdote ready to prove your point. The way you make your statement is crucial. If you are passionate and sincere, clients will warm to you. If, from the beginning, they can see that you are good to do business with, the chances of you getting the deal are substantially increased. I find that few businesses give thought to what makes them different and therefore fail to create a powerful first impression. What a great opportunity to gain the edge over your competition!
We Coach Sales Professionals, Sales Managers and Business Owners to help them achieve their sales goals. Managing Director Paul Rutherford has a proven record spanning 20 years in a major global bank…
Post articles and opinions on Manchester Professionals
to attract new clients and referrals. Feature in newsletters.
Join for free today and upload your articles for new contacts to read and enquire further.
