What do you say when someone asks this question: “Why should I do business with you? It’s a HUGE question, a grand opportunity, a Mic-drop waiting to happen. Yet so many of us trip on the rug and fire off canned responses like: “…because I’m really good” or “…. because you know me” or “…because I have the lowest price” or “…. because we both love the Patriots.” On and on it goes.
Trouble is, not all people buy for all the same reasons, and what you’re using to attract one may actually repel another. So, what do you do? Easy, tell the truth. Discover the actual things that distinguish you from your competition and answer with those things ONLY. Here’s how:
Visualize all your competitors in one room. Now, in three or four steps, eliminate each of them by identifying characteristics that apply to you and don’t apply to them. Once you’re done, THOSE become the answers to any question about doing business with you.
At Shamrock, we did this in three steps:
This is an important process. It requires sharp people in your organization challenging each other to truly recognize and name why you are worthy of someone’s business.
You’ll love how this looks when it’s done. Check out this quick video:
We’d love to hear what your Uniques are, give me a shout. If you get stuck or need help, email me directly and I’ll offer my input.