Help Your Customers Say Yes

What’s your secret sauce? What is it that you do, that is different from your competitors and keeps your customers coming back? Organizations that can clearly identify and articulate those attributes have a competitive advantage in breaking out of the me too competitive environment.

You have worked hard and thought very carefully about the type of business you’re building. The type of work you do, the equipment, technology, and people that you’ve assembled wasn’t by accident. And now you have a portfolio of customers that you are proud of and that makes it all worthwhile. So, how do you continue to grow and find new customers that will appreciate, and prosper from what you can provide?

For years companies have been distinguishing themselves by their arsenal of equipment and the fact that they have “great people.” Well, no doubt they have the gear and talented people – but for the most part, so do others. The challenge is to focus on how you do things, why your people are better than average, and with those elements, paint a picture of what it’s like to work with your company. And even though organizations may have the same gear and qualified staff, and all produce a product that meets or exceeds the customers’ expectations, they all do things differently – LET YOUR PROSPECTIVE CUSTOMERS KNOW WHAT THAT IS!

Making it easy for your customers to say yes, begins with a great understanding of what they are saying yes to. Talk with your existing customers, ask them to share what it’s like working with you vs. a competitor. Talk with enough of them and you’ll have what you need to start building this “here’s how we’re different” statement. Give this a try and let me know how you’re doing. If you prefer, you can also leave a comment below.

Mike Philie can help validate what’s working and what may need to change in your business. Changing the trajectory of a business is difficult to do while simultaneously operating the core competencies. Mike provides strategy and insight to owners and CEOs in the Graphic Communications Industry by providing direct and realistic assessments, not being afraid to voice the unpopular opinion and helping leaders navigate change through a common sense and practical approach. Learn more at www.philiegroup.com, LinkedIn or email at mphilie@philiegroup.com.