Thoughtful Thursdays – How can I compete with the big guys?
Whether working with new or established businesses the subject of how to compete with the big guys comes up from time to time. It can be discouraging to hear that your prospect is more comfortable dealing with one of your larger competitors.
The key word is comfortable. The challenge is to have your prospect feel the same comfort level or higher with you versus the competition. Remembering that people buy from people they like, here are a few suggestions that may help build that comfort level with your prospect.
- Reinforce that working with a smaller supplier has advantages including speed of response, flexibility, fewer layers of decision makers and customer focus.
- Demonstrate #1 all the time with actions, not words.
- Build the strength of the business relationship at every meeting.
- Pre-empt the prospects fears by addressing them up front, before they bring up the subject. Mitigate the perceived risks.
- Listen and learn from what they are saying.
- Ask questions – take nothing for granted.
The bottom line is that you can compete with the big guys. It happens every day you can make it happen.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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