Five Secrets for Coming Out on Top when the Competition and Clients are Trying to Knock You Down

If your customers are pinching pennies at the expense of your profits, and you feel the competition breathing down your neck, it's easy to think the only way to get business in the door is to cut your prices.

Think again.

Take these five steps to clear out your competition, gain control of the selling process. and keep your profits up too!

Secret 1: Get clear about what you can cut

Reducing prices without reducing costs will bankrupt you. Before you reduce your prices  look for ways you can be more competitive without cutting into your profits.

·         Cut inefficiency. Increasing efficiencies in the delivery of your goods and / or services will allow you to bid more competitively.

·         Cut labor costs. Make sure your field people are clear about the hours and resources you've budgeted for a particular task and keep them to it.

·          Cut material costs. Negotiate better prices on materials with vendors. 

·         Cut duplication and confusion. Make sure all involved in your process, from suppliers to staff and customers, are on the same page.

Secret 2: Give prospects a clear reason to do business with you.

People do business with people they know and trust. So, make sure you:

·         Say what you'll do and do it. You'll build credibility and a reputation for reliability.

·         Tell the truth. Even when you make mistakes. Especially when you make mistakes.

·         Tell  the whole story. Don't just tell prospective clients what you think they want to hear, or what sounds good. Make sure your customers understand the short- and long-term consequences of their decisions.

 Secret 3:  Have a clear agenda.

·         Be prepared.  Find out as much as you can about your customer before the meeting.

·         Know their issues. Anticipate their questions.

·         Create a meeting  agenda and follow it.  Prospective clients will know you know what you're doing

·         Honor their time. Arrive early. Respond promptly. Let them know you know their time is valuable.

Secret 4:  Ask clear questions. Give clear answers.

·         Find out what's NOT working that got them to call you.

·         Ask what they'd like to happen. 

·         Offer a compelling solution. When you're clear about what the prospect wants, tell them how you can provide the solution they've just asked for. 

·         Get clear agreement by putting everything -- what the customer said they wanted, what their problems are, what they expect you to do to resolve their problems, prices, deadlines-- in writing.

YOU also have GREAT IDEAS on how you clearly 'outshine' the competition! Share them with us and you could win a FREE "Business Health Assessment" from Vicki valued at $575!

Simply email us your idea(s) and your name will be entered into the drawing. The winner will be selected on July 5th.   

 It's easy - send an email with your idea(s) and contact information to:

outshine@suiterfinancial.com