What Separates You From Your Competition?
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August 25, 2006The 4th guiding principle to consider as a corporate value is what the Bible calls “good”. Not “good” as in “OK”, but rather “good” as in “without defect”. During the seven days of creation, we see that God called His own works “good” and we know they were most excellent. As a corporate value, we have determined to strive for “excellence” in all that we do. So how can we live that out in business?
When we create a product at Selling Among Wolves, we work with the best graphic designer I know (M.R. Herron Productions) and do our best to deliver high quality sound and content. I believe that when we deliver excellence, it helps our business and we enhance God’s reputation on Earth. The same is true for service. Take the time to get specific about what “good” service looks like. When I ask my clients what separates them from their competition, they tell me their product and service is good. Well guess what? All their competitors say the same thing. So, how do you differentiate yourself? What does “good” service look like? How can you define your service with enough specificity to clearly separate you from the pack?
Are you fast? If so, how fast? Are you skilled? If so, what training do your service people have that gives them the edge? What does that mean to the customer? Do you have a no hassle refund policy? How quickly do you fill their orders? How can you WOW your customers? When God created the Earth, I think the angels said “WOW”! When we serve our customers, let’s strive for WOW and give the glory to God.
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Comments (7) - Post a Comment
You write some \"good\" stuff !
Thank you.
Dennis Quirk at 7:45am EDT - August 28, 2006
Weather one knows it or not,all things apply to what has been.Knowing where all things hve come from is the greater advantage.You help keep thing real.God bless you!
Sonny Miyashiro at 7:59am EDT - August 28, 2006
I believe that being able to add the \"good\" label to a product and service opens up witnessing opportunities.
Customer/Prospect: \"WOW! This a great! How did you come up with that?\"
Me: \"It was creativity inspired by God!\"
David Hultin at 8:56am EDT - August 28, 2006
WoW fantastic!!! What an encouragement and a high mark to achieve.......Thanks for your messages....May Jesus richly bless you
Jeff Stone at 10:08am EDT - August 28, 2006
how do many of you deal with difficult sales reps who are your peers? I deal frequently with fellow sales reps in terms of closing business, and many times we are closing deals together. They push, are rude to my partner in some cases, have poor attitudes and expect things to happen when they want them to happen.
Len at 10:07pm EDT - August 31, 2006
Hi Len;
I am writing from a B.C. rainforest today so only have a moment... (Been out of touch for a week)
Great question. Happens a lot. I would suggest taking the rep out for coffee and explaining your style in non-religious terms. For example, you might say you prefer a consultative approach where you lead the customer to discover the solution instead of a more direct confrontive approach where the customer is out maneouvered into a closing decision like a game of chess. No customer wants to hear the words \"check mate\" even if they are only implied and no customer wants to play chess and lose.
I suggest you tell the rep in the future, that you would like to model your strategy so the two of you can make a stronger team, using the same strategy. If the rep insists you adapt their strategy, I suggest you let him play chess alone.
Blessings,
Michael Pink at 11:28am EDT - September 2, 2006
Michael,
I like your suggestion about consultative approach vs. confrontive. And, the idea to meet and build a stronger team. Your suggestion creates loyal customers. Customers that want to do business with you. That takes years to build.
I want to be an advocate for my customer, and trusted. In my circles, IT equipment sales - routers, Servers.. many of my peers only see the bottom line sale or no sale. I take a long view approach, and desire consistent income, not the highs and lows of some.
Len at 6:59pm EDT - September 2, 2006