How are you different from your competition? Could they make the same claims as you do?
I was recently talking with the marketing director of a mid-sized IT services firm. I explained to her that one of our areas of focus was helping professional services firms differentiate themselves from their competition. She responded that her firm had spent the better part of the year addressing this issue and that they were well equipped to communicate their uniqueness to prospective clients.
I couldn’t resist asking her what the firm felt differentiated them from their competition. This is what she said:
1) Her firm had greater commitment to client success.
2) They were more results oriented.
3) They believed in partnering with their clients.
4) They had superior listening skills and understood client needs.
These are all well and good, but do you see the glaring problem? Any vendor on the planet can say the same things.
How are you different from all the other vendors in your area of expertise? What sets you apart? I’d love to hear what you say and how you say it.
If you would like to chat about how to differentiate your business from your competition, give me a ring at 603-262-1489.