How to differentiate you from your competition?

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Nowadays, the prices, the products and certain services are so similar from one supplier to another which you must absolutely find a way of differentiating you from your candidates. What do you make in this direction? Why the customers should rather make deal with you than with your competition?

At the time of your meetings with your customers, one of the greatest errors than you can make is to try to sell something to them. You will say to me: “Hé a little Patrick, there you await skid, you go too much far… As even, the goal of my meetings with my customers that it is in person, by telephone or email is to sell my products and services to them, not?”

Yes, but…. Your goal should be initially of you to make friends of them. Your goal should listen to them well and try to identify and solve their problems. At the time of your meetings with your customers, your goal should always be to seek a means of bringing a value added so that you have to offer.

The problems of your customers can be of a professional and personal nature. In fact, most of the time the problems of your customers do not have any relationship with what you have to sell. From where importance to invest in the relation with your customers and to learn how to know them personally. What do you have to gain by helping your customers to solve their personal problems will say to me you? Sales, much, much of sales!

ART TO BECOME a FRIEND

Thus the next time that you will contact your customers, do not seek at all costs, as all the other salesmen do it on planet, to sell to them what you have to offer. Rather learn how to become their friend and with knowing the problems of their company well as well as the problems of the individuals with whom you make deal. Simply then try to bring your assistance of best to them than you can in order to help them to regulate their difficulties.

Here ten examples of situations where you could make be given your customers your aid. You will not have to provide an extreme effort, but I to you guaranteed that you will create an extremely favorable impression in the spirit of your customers.

1. If your customer mentions that it tests difficulty of finding of the personnel for his company, of return to the office send to him email of the kind: “Hello Claude, glad to have re-examined you today at the time of my visit at your offices. As you made me share this morning that you test difficulty of engaging of the personnel, I made some research on Internet and here the co-ordinates of three excellent sites of companies which specialize in the placement of personnel in your field. Good end of day and good search for candidates! ”

2. It is spring and you know that your customer one is impassioned of motor bike? Why not stop in a merchant Harley Davidson in order to bring to him the very last booklet of the new models 2007 at the time of your next visit?

3. If your customer says to you that it has difficulty in find tickets of spectacle for his favorite artist who comes downtown very soon, why not make some research in order to help it to find a pair of tickets of first choice?

4. If your customer mentions you that it for submission to going back in form and to lose weight before the summer, why not send to him the co-ordinates of some good nutritionnists and private trainers?

5. If your customer makes you share that he would like to go on a journey in Greece with his joint next summer, before your next visit, to stop at an agent of voyage and take some folders colors of Greece. At the time of your meeting, say to him: “Didn't you speak me Claude at the time of our last meeting which you would perhaps like to go to go on a journey in Greece with your wife? ” “Indeed. ” “Here, I thought that these some booklets would put water with the mouth to you. ”

6. If your customer mentions you that he would like to insert his daughter in a college deprived within two years, but what he isn't certain conditions of admissibility, why not call the college in question in order to inform you and then point out your customer in order to announce your discovery to him?

7. If your customer says to you that it hates accountancy and that it always has much difficulty of finding itself in his paperwork, why not send to him email with the co-ordinates of the person who makes your your accountant and bookkeeping?

8. If your customer announces you that it has just learned that his/her mother is reached terrible disease of Alzheimer, why not give him the co-ordinates of a person whom you know who had to live such a test with one of his close relations so that it finds comfort and councils for better passing through this painful test?

9. If your customer has the moral one rather low and that it teaches you that it has just lost a expensive being in a car accident, why not send email of sympathy to him and forward to him in enclosure my article of last week “How to live a mourning”.

10. If your customer stipulates you that him and his wife has tried to have a child for five years without result and that it starts to think of the international adoption, why not start to make research in order to help it to adopt a child?

Think well of the preceding examples. If you act of the kind with your customers, especially the 20% of your customers who bring to you 80% of your sales turnover, don't you believe that that will help to make you a supplier privileged in their spirits? Don't you believe that your sales will increase to a significant degree? You Study Bureau!

LEARN WITH WELL KNOWING YOUR CUSTOMERS

As from now, start to more interest you in your customers. Ask them questions about their companies but especially of the personal questions in order to know which they are exactly. Learn how to know their passions, their hobbies, their leisures, their projects, their fears, their anguishes, their factors of stress, the age, the names and the centers of interest of their children and their spouse, etc And especially, take many notes in order to nothing forget. Once you will have piled up this invaluable information, try to help your customers to regulate their problems or quite simply show to them that you pay a detailed attention to their concerns or what interests them.

The prices, the products and certain services are so similar nowadays that you must absolutely find a means of differentiating you from your candidates. And one of the best means of doing it is through the relation than you will establish with each one of your customers. Learn how with good to know them and especially find a means of bringing value added to your offer.

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