Posts Tagged ‘value proposition’
Quality – What’s In A Word
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…
Read MoreWhy You Should Welcome Competition
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…
Read MoreHow do you differentiate yourself from your peers?
A fairly common question. And an important one. I answered this on an online forum recently, and it is worth sharing those thoughts here. As with much of what I say: start by being deliberate about who you are, what you do, and how you do it. The Answer Start by asking yourself: What do…
Read MoreBe The Best Option
People have options in life. Whenever you buy a product or service, you choose what to buy, based on the issue you want resolved. Your clients are the same, they have choices. You may know that you are the best and obvious choice for them, but here’s the problem: all of your competitors know that…
Read MoreThe Number One Rule of Product Descriptions
The first thing we know about our business is what we sell. As we develop our strategic plans, we also define the problem that we solve. Once we go to market, we are tasked with describing this in a way to attract the right attention, and in only a few sentences. Follow this rule to…
Read MoreYour Number One Priority in Business
On a recent flight, I finally paid attention to the welcome message telling me that my (and my fellow passengers’) safety was the airlines number one priority. Wait a second, I thought. Then how will you get me to destination? We all know that in many forms of transport, the safest option is usually to…
Read MoreJinfo Article – What problem does your information centre solve?
My latest article for Jinfo is now live [Subscription required]. Success in business is always about the value that you bring, whether that value is to your external clients, your internal users, your supervisors and directors, etc. In this article I discuss how Information Departments can define and prove value to their organizations. If you…
Read MoreThe Problem with Competing On Price
The low price point, the discount, the “save money here”… charging less can be an appealing strategy to win a quick sale or big deal. The problem is that it is a short term fix with no long term tie-in. Below are 4 “Why Not”s and 1 “Okay Maybe” for competing on price. It Allows…
Read MoreWhy Do People Buy From You?
I ask this question of most of my clients when we start working together. Why you, and not the next guy? The answer will tell me what is important to the client. Then, as per my modus operandi, I proceed to ask for proof, in order to test the assumptions made by the business owner.…
Read MoreHow to Differentiate
A business can choose one specific area, or a combination of areas in which to build its competitive advantage. See the Infographic below for ideas on where to focus your energies for effective Differentiation. Next week I will explain the process I perform with my clients to help them identify their key differentiators. Subscribe…
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