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How To Stand-out With Your Customers

Written by: Jim Meisenheimer

Article Overview: As soon as you learn how to differentiate yourself, your sales will skyrocket. Learn why it's important to stand-out and avoid blending in.

How To Stand-out With Your Customers

Well, for starters, the easiest way to standout, as a professional sales
representative, is not to blend in with everybody else, namely your
competition.

Don't be too quick to pooh-pooh this idea. Think back to when you were a
kid. Did you go out of your way to be different from the other kids in your
neighborhood?

Probably not - the goal was to blend in, to be accepted, to fit in with your
friends. You didn't want to be a nerd you wanted to be in the herd!

Unless you got whacked on the side of your head as you were growing up -
the desire to blend in, could be still with you.

You can easily standout with your customers as soon as you go out of your
way to be different.

Here is the simple logic. Being different is the first step to being perceived
as being better! Different is always better.

It's a simple truth - just accept it!

Pity the poor customer. Every new sales person he meets automatically
begins salivating and drooling for all of his business.

Here's a big sales tip for you. You don't have to attempt to get all the
business with your prospect - 1% will suffice. Imagine the look on your
prospect/customer's face, when you say, at the appropriate time, "I know
you have good suppliers. Just give me 1% of your business and give me
an opportunity to earn the rest."

Good Golly Miss Molly - I bet you'll get his attention with that one!

Here's another practical sales tip for you. You don't have to be twice as
good as your best competitor to beat him. Being 1% better will suffice.
Consider these two numbers - 68.75 69.71. The difference between these
two numbers is very small. Yet the impact is huge.

In 2006 Jim Furyk had a fourth round scoring average of 69.71. In the
same year Tiger Woods achieved a fourth round scoring average of 68.75.

The small difference in scoring averages was the difference between first
place and second place on the PGA Tour in 2006.

You can standout as soon as you step up and try to be different.

If you like the concept, but need some ideas here are two resources for you:

1. You can order a copy of Peter Montoya's 2003 book titled, "The Brand
Called You." It's a text book on the subject.

Or

2. You can order a copy of my classic CD - 35 Ways To Differentiate
Yourself In A Competitive Market. It's 43:31 minutes long and is devoted to
the art of personal differentiation.

Go here: http://tinyurl.com/ysj2qc

Think of this option as sales training on steroids!

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Related Forum Posts
Re: Two Useful Books To Help You Focus On The CLIENT - Hi David, To add to your thread, I'd like to recommend Jonathan Tisch's "Chocolates On The Pillow Aren't Enough: Reinventing The Customer Experience". Tisch's book includes content on "Welcoming Customers", "The New Art of Customization", "The Challenges of Customer Diversity" and "Offering Something Extra to Your Customers" to name a few.
How to Do Great Marketing with (Amost) No Money - I've given this presentation to CEOs many times. Now i can share it with you. But I cannot because I do not yet have 20 posts. Jeff Ogden, President Find New Customers
Re: Are Business Owners too Old School to be Sold by a blog - [quote:140e27hj]Customers Pick Static Documents over Blog Entries 8 to 1 on Average[/quote:140e27hj] Interesting study. Just as a commenter said on your post... don't call it a blog. I agree.
Re: pitching - Friendliness is closely related to the concept of "permission marketing" as articulated by Seth Godin. The subtitle of his book says it all: "Permission Marketing: Turning Strangers into Friends and Friends into Customers." The old method was "interruption marketing" where you suddenly get an ad in your face whether you want it or not...
20% increase - One of my businesses uses a system to help business owners manage customer relationships and encourage more referrals. I'm finding that this economy is making business owners take a second look at their business and it's assets (aka customers) to see how they can leverage them. Make those Customers (one-time sale) into Clients (repeat sales). I'm finding them more open to having this discussion with me and the results are speaking for itself. Everyone I've worked with so far has seen at least a 20% increase in sales or referrals within 4-6 months all done by managing an existing relationship.


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