A Neglected Selling Point

There are so many things that could be considered a “competitive edge”, but unfortunately, they can also be duplicated.

We’ve seen this with technology, chains of stores that once dominated the market, and even companies that claimed to have the lowest price . . .

Until someone else came along and found a way to do it quicker, better and cheaper.

Here’s A Crazy Thought . . .

Are you offering YOU as a selling point?

I’m talking about your . . .

“know how”

experience

creativity

ideas

awesomeness etc.

When you really think about it, unless your competitor has wicked cloning skills, nobody else can offer “YOU”?

4 Simple Ways To Do It

You have to have the balls to say it. Most don’t!
You have to say it in a way that resonates with your prospect! Don’t ever underestimate the “packaging” of your words and phrases.
You need to get them to visualize it.

Why? Because you’re dealing with something that’s intangible and intangible things are easier to comprehend when you make them TANGIBLE.

One thing you could do, is include your bio (include your photo too) in with your proposals or price quote.

What else could you do to make YOU more tangible?

NAPA Auto Parts ROCKS This!

Have you ever seen the NAPA Auto Parts commercial, where someONE is making a purchase, and the guy behind the counter says, “And with your order you also get this” and he places a can on the counter. The can says “NAPA Know How”.

He goes on to explain that the “Napa Know How” is all the experience, advice and tips that’s included.

In that crazy moment, they gave us a visual of something that is otherwise intangible.

They also get a gold star for having the balls to say that to a customer;

Most sales reps feel that the statement is unnecessary, and that it is always implied, but that’s a huge mistake in my book!

Last, but not least,

#4 you really have to prove it, otherwise you really aren’t doing much, to move someone off the fence of indifference.

In fact, without the “evidence” it just sounds like you’re saying a bunch of cute sh*t you read on someone’s sales blog.

Let’s go back to that idea of including your bio.

One of the things I do with my bio, is I include several testimonials from my clients as a form of “evidence”. It sort of answers the question “Who says so besides you Castain?”

What can YOU do to prove your “know how” and sheer awesomeness?

I mean, if YOU are included with the purchase, how can you get your prospect to see the value in the “YOU Differential”?

Was This A Valuable Tip?

Then you should absolutely, positively, join us for our next webinar on September 21st.

It’s called “25 Ways To Finish The Year STRONG” and we’re going to be taking a much deeper dive into the tip I shared today.

Here’s what you’ll discover during our time together;

How to completely leverage the Fall/Holiday season to YOUR advantage.
2 ways to TRIPLE your referrals. Referrals have this magical way of closing faster, no?
3 emails tactics that will get you MORE responses and MORE appointments.
5 ways you can use creativity to get a busy decision maker’s attention.
6 ways o LEVERAGE your social network between now and year end!
4 things you MUST do with your existing clients ASAP.
How to pick up the pace BEFORE everyone starts with the “Call me back after he holidays” stall.
How to create a communication plan that will open new doors and help you close MORE deals.

Here’s what you’ll get;

(1) 90 Minute Webinar

Worksheets

Webinar Replay (Sent To You On The Afternoon of September 21st)

Bonus PDF With Additional Ideas, Reinforcement Material, Etc

Email Access To Paul Castain To Answer Any Webinar Related Questions After The Training Session

When?

Thursday, September 21 at 11:30 am EST

Can’t make it that day?

How much?

$99

Please click HERE or the handy/dandy button below to reserve your spot!

Paul Castain's Blog