Unique Selling Proposition Little Things Can Make A Difference
Unique Selling Proposition Little Things Can Make A Difference
I'd like to take some poetic license with this definition. When you're selling I believe it's the little things you do for your sales prospects and customers that make the big difference. These little things turn heads, add value, show interest and when it's all said and done just makes people feel better about you and your company.
Last week Bernadette, my wife, and I went to New York City for the National Speakers Association Black Tie Awards Banquet. We also had dinner at a great steakhouse - Bobby Vans on 54th St. And we went to Broadway to see August Osage County. The show recently won five Tony's and after seeing the show I understand why.
During the visit however, we were touched by little things.At the Courtyard Marriott Hotel on 3rd Ave we had a late breakfast on Sunday morning. As I was signing the check the server presented us with two bottles of water and said, "You might need these today because it's going to be hot."
I've been to a lot of restaurants and this is the first time I walked out with a bottle of water to help me get through the day. A little thing and a nice touch.
The next morning at the same restaurant and with the same server, there was a little mix-up between what we ordered and what was served. Not a big deal! When the server gave us the check she told us, "Because I screwed up, one breakfast is free." A little thing and a nice touch.
One afternoon, following another late morning breakfast, we decided we were in the mood for a bowl of chicken noodle soup. It took us awhile to find a restaurant, but T.G.I. Fridays had exactly what we were looking for. The soup was good and I asked for the check.
I saw something on this check that I've never seen before, maybe you have, but I haven't. On the bottom of the check were the words "Suggested gratuity." Then there were three lines:
GOOD 15% $1.83
GREAT 18% $2.19
EXCELLENT 20% $2.44
Remember these amounts are for two bowls of chicken noodle soup. Makes tipping easy and a no-brainer. A little thing and another nice touch.
If you don't already know this I grew up in New York. Back then the taxi cabs were dirty. Now they have to be washed everyday. When they first installed partitions separating the front seat from the backseat for safety reasons - during the summer, the air-conditioning never got to the passenger's side of the partition.
That's all changed. Bernadette and I are in the backseat of a taxi cab. Yes the partition is still there and so are the new controls for air conditioning to the backseat. VeriFone also had a built-in credit card machine.
VeriFone also had a small TV monitor so we could watch TV from our air conditioned backseat. Little things and a very nice touch.
During the last 20 years I've traveled around the world delivering my keynote speeches and sales training programs. As a result I have stayed in hundreds of hotels. Usually big associations stay at big hotels for all of the obvious reasons. These bigger hotels have banks of elevators.In the past, if you're at the Lobby level you waited, along with the rest of the crowd, for a green light and an opening door, and then you had to muscle your way into the elevator.
The National Speakers Association was held at the Marriott Marquis Hotel located in Times Square. Over the years I've stayed there at least 10 times.
We entered the lobby and headed toward the bank of elevators. Ah, but this is a new experience for us. As you approach the bank of elevators we came upon, what looked like a very large calculator with a LCD screen. All you had to do was punch in the floor number you wanted and look at the screen for the number of the elevator that would take you to your floor.
Now that's brilliant and makes it extremely easy for all guests to find their next elevator. This is an example of another little thing that's more than a nice touch.
I guess the secret to selling success is continuous improvement. This continuous improvement should become your unique sellingproposition.
Everyday ask this question, "How can I do it better?" If every body in every company asked this question every day and followed-up with changes that made things better - guess what would happen? Your sales prospects and customers would line up to do business with you and your company.
Any company that has a Unique Selling Proposition that's focused on doing a lot of little things better than the competition would have to be, eventually, the market leader.
Unique Selling Proposition Little Things Can Make A Difference - To learn more about this author, visit Jim Meisenheimer's Website.
Like this article? Share it with your friends
According to Wikipedia the "Unique Selling Proposition (also Unique Selling Point) is a marketing concept that was first proposed as a theory to explain a pattern among successful advertising campaigns of the early 1940s. It states that such campaigns made unique propositions to the customer and that this convinced them to switch brands."
I'd like to take some poetic license with this definition. When you're selling I believe it's the little things you do for your sales prospects and customers that make the big difference. These little things turn heads, add value, show interest and when it's all said and done just makes people feel better about you and your company.
Last week Bernadette, my wife, and I went to New York City for the National Speakers Association Black Tie Awards Banquet. We also had dinner at a great steakhouse - Bobby Vans on 54th St. And we went to Broadway to see August Osage County. The show recently won five Tony's and after seeing the show I understand why.
During the visit however, we were touched by little things.At the Courtyard Marriott Hotel on 3rd Ave we had a late breakfast on Sunday morning. As I was signing the check the server presented us with two bottles of water and said, "You might need these today because it's going to be hot."
I've been to a lot of restaurants and this is the first time I walked out with a bottle of water to help me get through the day. A little thing and a nice touch.
The next morning at the same restaurant and with the same server, there was a little mix-up between what we ordered and what was served. Not a big deal! When the server gave us the check she told us, "Because I screwed up, one breakfast is free." A little thing and a nice touch.
One afternoon, following another late morning breakfast, we decided we were in the mood for a bowl of chicken noodle soup. It took us awhile to find a restaurant, but T.G.I. Fridays had exactly what we were looking for. The soup was good and I asked for the check.
I saw something on this check that I've never seen before, maybe you have, but I haven't. On the bottom of the check were the words "Suggested gratuity." Then there were three lines:
GOOD 15% $1.83
GREAT 18% $2.19
EXCELLENT 20% $2.44
Remember these amounts are for two bowls of chicken noodle soup. Makes tipping easy and a no-brainer. A little thing and another nice touch.
If you don't already know this I grew up in New York. Back then the taxi cabs were dirty. Now they have to be washed everyday. When they first installed partitions separating the front seat from the backseat for safety reasons - during the summer, the air-conditioning never got to the passenger's side of the partition.
That's all changed. Bernadette and I are in the backseat of a taxi cab. Yes the partition is still there and so are the new controls for air conditioning to the backseat. VeriFone also had a built-in credit card machine.
VeriFone also had a small TV monitor so we could watch TV from our air conditioned backseat. Little things and a very nice touch.
During the last 20 years I've traveled around the world delivering my keynote speeches and sales training programs. As a result I have stayed in hundreds of hotels. Usually big associations stay at big hotels for all of the obvious reasons. These bigger hotels have banks of elevators.In the past, if you're at the Lobby level you waited, along with the rest of the crowd, for a green light and an opening door, and then you had to muscle your way into the elevator.
The National Speakers Association was held at the Marriott Marquis Hotel located in Times Square. Over the years I've stayed there at least 10 times.
We entered the lobby and headed toward the bank of elevators. Ah, but this is a new experience for us. As you approach the bank of elevators we came upon, what looked like a very large calculator with a LCD screen. All you had to do was punch in the floor number you wanted and look at the screen for the number of the elevator that would take you to your floor.
Now that's brilliant and makes it extremely easy for all guests to find their next elevator. This is an example of another little thing that's more than a nice touch.
I guess the secret to selling success is continuous improvement. This continuous improvement should become your unique sellingproposition.
Everyday ask this question, "How can I do it better?" If every body in every company asked this question every day and followed-up with changes that made things better - guess what would happen? Your sales prospects and customers would line up to do business with you and your company.
Any company that has a Unique Selling Proposition that's focused on doing a lot of little things better than the competition would have to be, eventually, the market leader.
Unique Selling Proposition Little Things Can Make A Difference - To learn more about this author, visit Jim Meisenheimer's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
|||
Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
|||
Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Jim's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
|
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Put Yourself Into the Top 3% Recession Proof Why MLMs Fail Exit Interview Document Client-Attracting Web Copy |
|
 | ||
 |
Top 50 Franchising Blogs
Top 50 Franchising Blogs | |
 |
Top 50 Political Blogs
Top Political Blogs of 2009 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
