Why is your business better than your competitors?
Before you can ask someone to refer to you and your business, you must determine what sets you apart from your competition.
What your WHY is not:
It isn’t full service or great customer service. Almost every business will tell you that they offer that.
It isn’t the best price in town, someone will always under sell you on a job.
What your WHY could or should be:
How do you solve the problems with your product, services or ideas for a potential customer? How do you do it
better than your competition?
Is it ethics? Is it saving them money? Finishing faster?
The more specific you can become on WHY you beat your competition the easier is will be for you to meet the needs of a potential client when offering them your product, service or idea.
Did you notice that I asked a lot of questions in the process of talking about your why? That is a great way to
“dig deeper” into the potential needs of a prospect and determine how YOU and your Company can make their life better. That is why you need to know your WHY before you can increase your closing ratio.
Brian Tracy in Everyone’s a Salesperson shares 3 different question techniques that will allow you to dig deeper.
1. Magic Wand Technique: Prospect, “Describe to me the
perfect situation for your business in every respect. What would that look like?”
2. What if Technique: What if we could achieve this particular result for you,; what effect would it have on current operations?”
3. Testimonials from past clients. Real life stories allow others to put themselves in the picture of how you can solve their issues too.
Happy Prospecting!
“Your life only gets better when you get better.” ~~ Brian Tracy
Kathy Hoover,
Independent Sales Director with Mary Kay, Inc.
Director Consultant Northern Indiana Region of BNI
Kathy’s Connection Hub: https://linktr.ee/kathyhoover
Email: Kathy@kathyhoover.com
Kathy has traveled the world to begin businesses for others. She is an experienced Sales Director with over 35 years of experience in Finance, Marketing, Business Management, Inventory Management and is a CEO of her Mary Kay Organization. She leads teams of women and men in both her Consultant Roles and coaches them to success. She is highly skilled in Interpersonal/ Public Communications, Teaching, Sales, Retail, Business Coaching, Skin Care, and Color Applications. She is also a sought after arts and design professional with numerous professional certifications and awards. Kathy enjoys giving back to the community. She has been instrumental in building an Adult Day Care program from the ground up that is still in operation today, serving as a volunteer, Board President and Fundraiser. She has worked with the Optimist Organization as well as mission trips.