Do What Your Competitor Don't Do

Do What Your Competitors Don't Do

When looking after your customer, it’s all about them. It’s not about your product or your store, it’s about them. This could be either of two things:

1.    Solving a problem they have

2.    Providing them with an experience/product/solution they’re looking for.

So, if you can dig deep and ask lots of questions to find out what is important for them, then they will sell themselves. A lot of people forget, especially those versed in old-fashioned sales; people get so consumed and focused on telling their customers how good their product is or how good they are, they forget it’s not about them. Yes, of course, you need some credibility, and good testimonials to show how good you are, but you don’t need to tell them. It’s far more important to listen and ask lots of questions and keep digging deeper into what they are.

Find out what the problem is that they are trying to solve, even if they’re not aware of it themselves. If you can react to that, then that’s going to give you a sale straight away. It also builds trust and establishes a relationship.

All you need to do is look at what your competitors aren’t doing. Now don’t just think the big things, also think about the minor things. Often, it’s nothing huge. It’s those small touch points that make an enormous difference.

For example, when we had an accounting practice, in the early days before people were brewing coffee, we had great cappuccinos and we trained the staff in being both an accountant and a barista. Cool right? So, when a client arrived, they were blown away. It wasn’t hard but guess what they’d talk about to their friends? “You won’t believe my new accountant. Not only did we get a great tax return but they also all make really good coffee”.

You'll find out more about these little surprises throughout my book.

For more information about Business Coaching and how you can increase increase your profits and grow your business, get in contact today.