Everybody Thinks Their Company Is Different

by Paul Castain on November 7, 2012

We’d all like to think that we’re bringing something different to the party but then often fail in articulating how?

In the absence of “difference” people will default to price!

Please take a moment to think about these questions.

If people buy difference . . . what’s yours?

Can that difference pass the “So what” test? In other words, is it really a big deal or is it highly probable that someone could say “So what!”

Prove it! What evidence do you have to underscore that difference? You do understand that saying something isn’t enough. Right?

Last, but not least . . . have you ever asked your clients what THEY value most in doing business with YOU and your company?

I would imagine that they are experiencing the awesome difference you’re bringing?

Please share your thoughts?

How does one truly demonstrate DIFFERENCE?

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  • http://twitter.com/elizabeth_bpi Elizabeth Stewart

    Very good point. We’ve been discussing exactly what our value proposition is, so we can focus on that to set ourselves apart.

  • http://yoursalesplaybook.com paulcastain

    Thanks Elizabeth.

    I think the key is to really put the value proposition to the test to make sure its not just something we’re excited about. but our clients and prospects are excited about as well.
    Thanks again!

  • http://www.facebook.com/david.farrell.9619934 David Farrell

    I see a lot of companies who “think” they’re different. But my opinion differs to their heightened, deluded opinion of their totally unoriginal ideas.

    Down With Design is different to most design companies, in that, their designs are original and highly creative.

    And the company which advertises on toilet paper (can’t remember their name).

    And N2ITV Solutions is different to most companies because the 2 Co-Founders (MJ Gottlieb & Gary O’Neil know what they’re actually talking about. And that’s rare.

  • http://yoursalesplaybook.com paulcastain

    Thanks David but please tell me how you really feel :)

    Just kidding and well stated.

    I believe you proved something else and that’s the ability to present our differences with confidence!
    Thanks again!

  • http://twitter.com/NickBianchi Nick Bianchi

    Good post, Paul.

    It’s worth mentioning that this is also a question that needs to be asked REPEATEDLY. Not expecting a competitor to duplicate what you are doing (assuming it’s worthwhile) is like a steel trap rusted open.

  • http://yoursalesplaybook.com paulcastain

    So true Nick!

    I see this as an exercise that needs to be done individually and in team meetings at least every 1-2 months.
    Thanks for sharing your thoughts!

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