This saying from ancient Greek, “know thyself”, is often used as a warning against boastfulness. That’s good advice when it comes to describing your competitive advantage.  You don’t want a value proposition that merely says you are better than the competition. Indeed, you don’t want a value proposition that talks about your competition at all. …

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We are all sales people.  Not according to our job titles or our job descriptions. But the reality is: we all have to be finding and bringing new clients to our businesses.  Whether you are the business owner or sales person specifically, if you play any role in developing new business, these five truths apply…

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A comment I have heard in at least four different conversations over the past couple of months: “I sell peace of mind”.  The four people who said this were: an attorney, a beauty salon owner, an auto mechanic, and a doggy day care owner.  But they all sell the same thing… or do they?  What…

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People have options. The content in this blog is about finding ways to always be the best option.  To be the best option, you must be targeting the right clients and then solving their particular problems.  I saw this happen recently with a CPA firm.  The problem They were serving anyone.  Everybody needs to file…

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value proposition

Last week we looked at how price and service are intrinsically linked, because service determines value and price is the manifestation of value. Value is a key area where my business mantra applies: It’s not me, it’s you.  There are two key things to know about Value: It is subjective It is what clients buy,…

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Where should a business strategy focus to win clients? Does better service outweigh a higher price? Or are most buying decisions ultimately a battle between pricing options? Most business owners and leaders have wondered this at some point or another; often after having lost a deal to a cheaper competitor. Slashing prices seems like such…

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This has come up before on this blog: if you can cannibalize your business, you should. This is part of the promise of excellence that you make to your clients. To always be excellent, you must always be improving. Running a business tends to leave little time for strategic thinking. One key goal of this…

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You see it all the time: a website, a brochure, a speaker, promising that their company’s number one mission is to provide “Quality” of product or service. And I have to ask: what is the alternative? If the best you can promise is quality, you have not given enough thought to what makes you good…

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There really is space in the market for more than one of you. Focus on your differences, not your similarities, and learn to carve out your niche areas. More importantly: don’t focus on your competition when considering how to innovate and develop. We’ve mentioned this before, but Stephen Fry really says it best: What is…

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