Figuring Out Your Competive AdvantageBoost sales by selling customers on your competitive advantage.
Opinions expressed by Entrepreneur contributors are their own.
You've got the coolest widget or service around--now all you need is a solid competitive advantage to shout from the rooftops. And we're not talking the usual clichés, either. If your marketing materials say, "We have great service, knowledgeable people and great experience," go back to the drawing board. "Everyone's saying that," says Jaynie L. Smith, author ofCreating Competitive Advantageand founder of Smart Advantage Inc., a consulting company in Hollywood, Florida. "How can you say it in a way that [the customer] believes you? Be different--talk about specifics. By using measurable, quantifiable statements, you get a lot more credibility."
First, do some market research to find out what your customers care about most. Is it fast deliveries? Longer hours? Determine what moves them, says Smith, and edit your competitive advantage message accordingly. Maybe your competitors offer more than 10 varieties or have a good safety record, but if they're not saying it to customers, you should. "If we say 95 percent of our business comes from referrals, and the other guy is not saying that, then we look like the leader," says Smith.
Continue reading this article — and all of our other premium content with Entrepreneur+
Join the internet’s leading entrepreneur community! With your subscription you’ll get:
- Unlimited access, including premium content
- No ads
- Subscription to狗万官方杂志
- Four free e-books a year
- Subscriber-only events with our experts