I think sometimes we get so caught up in our immediate success that we forget about key moves we could be making to create additional success . . .

Enter the newly acquired account . . . that used to be your competitor’s!

Make sure you ask your new account why they chose you!

You might be thinking “If I did a good needs analysis, I would already know” Not necessarily dude! Its amazing what information people will give you once you’re officially partnering and its even more amazing what information people will give you . . .

once you actually ask for it!

Once you find out, make a simple spread sheet or if you prefer, keep a notebook with the following info:

Name Of Account

Date

Name Of Competitor They Did Business With

How Long Did They Did Business With Them

Why They Left To Do Business With You

Here’s what you do with that info.

The next time you’re in a competitive situation where you’re able to learn the names of the other players competing for the business . . . consult your log.

If you find issues with the other companies where they ended up losing their business (to you, you rock star you) do the following.

First, an obvious note . . . we aren’t going to bad mouth our competitors!

Instead, say something like “I’m sure you’ll be asking for references as part of your process. Would you mind if I gave you the names of some folks who are not only doing business with me but actually once did business with the other companies you are considering? I’ll let them give you a side by side comparison in their own words”

Will this work every time?

Hell no?

Is this style of fighting a competitor for everyone?

Nope?

Do I like asking questions and then answering them?

Guilty as freakin charged!

Meanwhile this is something simple with the potential of a huge payoff!

To learn more about my workshops, training programs and one on one coaching click here!