Paul Castain's Blog

3 Things That Make You Vulnerable To Your Competitors (Besides Bad Service)

Posted February 13, 2018

When you read the title of today’s blog post (3 things that make you vulnerable to your competitors) I bet you immediately thought that one of them must be bad service.

While we could easily put that one on the list, I thought I’d offer 3 things (besides bad service).

So here they are for your consideration;

Not Having A Current and Complete Understanding Of Your Client.

I say “current” because most sales reps never do a complete needs analysis once a prospect becomes a client.

After that, the questions become centered around the project at hand, more specifically the “job specs”. Meanwhile, business moves at the speed of light.

Now if your client grants an appointment, to your competitor, and they conduct a needs analysis, guess who has a more current understanding of YOUR client?

The other way we have a current understanding of our client is by setting up alerts (and I’m absolutely NOT just talking about “Google Alerts”).

Alerts are really important, but what’s REALLY IMPORTANT, is that you listen for “triggers”. Triggers are things going on in your client’s world that dramatically increase the probability of them needing your solutions.

Lacking A Well Thought Out “Stay In Touch”Plan.

Said another way;

“What is your plan to keep in touch with your client WITHOUT ‘calling to check in’?

I created a free worksheet to help you with this and its all yours if you click HERE.

The one thing many of us fail to do in our communication is embrace repetition. Repetition is important because we are now living in a world where there’s too much noise. When there’s too much noise, people fail to OWN the message we’re trying to communicate. That’s why we have to find ways to continually reinforce the message.

Failing To “WOW” Your Client. 

You have to look at your client and realize that your competitor is looking for ways to sweep them off their feet.

When was the last time you exceeded an expectation?

When was the last time you surprised your client . . . Just because?

When was the last time you offered an idea?

How about introducing them to someone who can help them or (get this) become their client?

And forgive me for asking this but do your clients know that you truly give a sh*t about them? And if they know you love them, do they love YOU enough to give you one of those hugs like Jerry Maguire received from Rod Tidwell at the end of “Jerry Maguire”?

We’re going to be talking more about strengthening your client relationships (and growing your book of business) during our How To GROW Existing Accounts webinar.

If you haven’t signed up yet, I would highly recommend that you do so ASAP because this is the only time we’re offering it this year.

Here’s what you’ll discover during this important training;

  • How To Get The Inside Track On New Opportunities.
  • How To Sell Change.
  • A 3 Step Questioning Technique That Helps Safeguard Your Accounts, Generate MORE Business, Testimonials and Referrals.
  • How To Get Access To Other Stakeholders Without Offending Your Contact.
  • How To Expand To Other Divisions, Locations Etc.
  • How To Add Value Via Ideas, Surprises and Resources.
  • How To Create A “Keep In Touch” Plan Without Defaulting To “Calling To Check In”.
  • A Meeting Format That Opens Your Client (and all the stakeholders) Up To New Ideas.


February 22nd at 11:30 am EST and if you can’t make it I’ll send you the webinar replay.

What Do You Get?

(1) 90 Minute Webinar


Webinar Replay (In case you can’t make it or you’d like to go back for seconds)

How Much?


Please click HERE to join us!


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Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO

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