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Service Sales - six ways to seriously be able to challenge your larger competitors


Suddenly it happens! Your dream customer calls and wants a quote for your dream job. This is exactly what you want to get involved with and you can barely stand still because of your enthusiasm. But now you also know that your larger competitors have had the same offer and they, too, will fight for the contract. The job is great and you know what usually happens in such cases. Sales of services are not always fair.

What are you going to do now?
Should you lie about your size to convince the client that you can do the job or do you just pack up and go home, clench your fist in your pocket and curse about the world's injustices?

There are actually other alternatives. Here are some methods to use to convince the client that it's not only size that matters and that there even is disadvantages for the customer to using your larger competitors. A lot depends on what you pass on to the customer. Your job is always to make customers comfortable with their choices.


Six reasons (which are good to add to the quote) that you are the one they should hire:

1. The customer will always have access to the main source (you) if they use your business. It's you who is responsible for the relationships in your business. In other words - they get what they see and not “The Office Superstar” (the celebrity of the company) who only shows up for the client's first meeting and then delegate the task to someone else to do the job itself.

2. You offer resources that are cost effective. They don't pay for the slick headquarters, several sub-offices, large administrative apparatus and so on. You have an efficient organization that provides the customers with what they need and no more than that. In other words, the customer pays for value and performance and they don't have to worry about other costs, so-called overhead costs.

3. You are faster and can get to the point immediately when the customer wants something done. You can return a phone call within half an hour. There is no red tape to worry about for the customer, nor delays or unknown persons on the other end of the phone line when the customer wants to talk about an issue.

4. Since you have fewer ongoing projects than larger companies do, your client will have your undivided attention. The customer doesn't have to compete for your time with other clients, who may often be larger and more time-and resource-intensive.

5. You keep an eye on the money. There are no meters ticking for every little thing that is done. Larger companies can't afford to not charge everything because they have so many people involved and because they measure their success in terms of hours spent with the customer.

6. A big job is a feather in the cap for you and therefore you will do more than is required to achieve great results. You might not know about it or thought about it, but customers will be delighted to be considered important by their suppliers. Still, very few vendors talk about how excited they are to deliver solutions and paraphernalia to their customers. Strange!




About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

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Every week some 230,000 prescribers gets his free newsletter about 5 minute marketing.

"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.