Do Your Competitors Sound the Same as You?
Do you know what your competitors are saying when they sell?
We spend a lot of time working on our own sales messages. However, they only work if they make us memorable to our customers. They are only effective if you stand out from the competition.
You may have the greatest sales message in the world. However, it will be of no use if companies like yours are saying exactly the same thing. This happens more than you might realize.
Here’s a scary fact
When I worked as a buyer, 98% of the sales approaches I received from printing companies sounded exactly the same. They weren’t just similar. They usually had virtually identical content.
If your competitors’ sales approaches sound the same as yours, you have a big problem.
If everyone sounds similar, buyers choose on price
Imagine what happens if you see three similar blocks of cheese in the supermarket? Which one do you choose? 95% of people will pick the cheapest. That’s exactly what buyers do if printing companies sound the same.
That’s why it is essential to work on how you stand out from the competition.
How do you make your sales approach stand out from the competition?
Look out for my next article when I share four different ways to create a meaningful difference for your company.
In the meantime, check out the sales messages that your competitors are using. Do they sound remarkably similar to yours?
P.S.: Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. Also, check out my recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."