Today, we are going to be talking about how you can position yourself differently from your competitors so you can generate remarkable dissimilarities that give you a notorious advantage over them.
One of the biggest things that I get a lot of the time is people saying, “our business is commoditised, our clients are getting three quotes, they’re definitely shopping us around”.
When you are talking to somebody, that person has most likely already been contacted by two or three other companies. This underlines the need to be able to position yourself differently from your competitors because otherwise, the only criteria people are going to take into consideration is the money they will have to invest.
In this episode, you’re going to learn how to stand out from the crowd so that price does not become the only thing your clients are thinking of.
It is a very simple thing that you can do. Basically, what you want to do is you want to create what I call, “Gee! I didn’t know that” moments for your client.
As the name suggests, what you’re effectively doing is you are providing them with information, or you are exposing a knowledge gap in the person that you are talking to, which has them think to themselves or even say out loud, “Gee! I didn’t know that”; of course, it needs to be topical for their particular situation.
If you can create criteria that they’re not aware of, or introduce criteria into their thinking process, their selection process, and their decision-making process you will be a lot better equipped to be able to compete on a level other than price.
Listen to this episode to learn what kind of information you should provide to your clients, and what questions you should ask in every given situation so you can stand out from your competitors and maximise the chances of bringing clients on board.
To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.
