Business today has become so competitive that it is critical to any company’s success to be able to differentiate themselves from competitors. Of course, the first order of business is to really understand who your competitors are. That may sound silly, but you really have to know your target market and who is courting them before you begin the process of differentiation.
The best way to distinguish a business from competition is to create some sort of advantage over the others. One of the best ways to do this is with more personal attention. Business has changed so much over the years so that people rarely get together anymore. One of the tactics we use for courting prospects and keeping our current customers happy is by arranging to meet with them.
Study who prospects are, what they need and how they like to get it. Also find out the kinds of things they like to do. Then figure out ways to give them those things. Perhaps they like to play golf. More business deals have been done on golf courses than anyone probably realizes. It’s the same as dating – only if you do it right, it will probably last longer!
Often, business people do not have their own offices or work remotely. Maybe their prospects and clients don’t have the type of environment that is good for a business meeting. There is a lot of distraction in offices and few have adequate meeting space. One way around that is to book an outside meeting room. That way, you and your client can have some peace and quiet.
Take it from me – it is a lot easier to close a deal when people aren’t traipsing in and out of the room to announce some important business call. This goes two ways, too. If you can get out of your own office to take these meetings with clients, you will most likely notice the difference right away.
At the end of the day, it isn’t going to be fancy gadgetry (even if that is what you sell) that will get you business. It will be how well you can court your prospects. Doing that in person in a well-equipped meeting room is a lot like dating – the better you make them feel, the more likely you’ll make it to second base.