What Does Your firm Do best than Its Competitors?

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Nido Qubein is a beloved professional speaker, discussion leader and author of a dozen books. As a young man, he came to the Usa from Lebanon with 50 cents in his pocket and currently makes his home in High Point, Nc. Qubein is also an enormously victorious and extremely respected businessman who serves on any boards of directors throughout the nation.

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In expanding to managing his business interests, he is currently serving as the president of High Point University. Nido Qubein came came to the Us with nothing and through innovation and persistence has become what he is today, so I reconsider his advice to be extremely credible.

I recently read an record Qubein wrote that carries a strong message for owners and managers.

Qubein says that the key to all productive marketing has to do with identification:

o When customers can instantly spot the value in it for them, they will believe your marketing claims. (Does your company's marketing material present what is in it for your target market; that is, specifically how they will advantage when they do business with your company?)

o When customers see more value in your unique products than in the products and services they are presently using, they will want to know more about them. (Is there anyone unique about your goods offerings or your customer service? If so, what is it?)

o When prospects can see that what you can do for them has more value than the money they'll have to spend for it, they will become customers. (Can your customers and prospects earn a bigger bottom line when they do business with your company? If so, please explain!)

The best you can translate your unique marketing advantage into specific value to the customer, the stronger your company's marketing request for retrial will be.

Keep request yourself such questions as:

o What pains can I cure for my customers?

o What problems can I take off their worry list?

o How can I help them make or save more money?

o How can I help them speed up production or increase sales?

o How can I provide greater convenience?

Remember: the more specific, the more recognizable, the more tangible and the more measurable your company's value is -- in the eyes of your customers -- the easier this value will be to market.

Nido Qubein's Story

To read an attractive interview with Nido Qubein in which he explains his rags to riches story from a 17-year-old boy who got off the boat with fifty cents in his pocket to become a extremely victorious entrepreneur, click on the link below:

http://www.highpoint.edu/administration/president/index.cfm?DeptCategory=140&PageId=3325

Bill Lee's comments:

Is your goods contribution similar to that of your competitors?

Are your services similar to those offered by your competitors?

If so, why is it in your customers' and prospects' best interest to do business with your business versus one of your competitors?

In 2007, competition will be more intense than ever, but the business in your market that does the most productive job of communicating in specific terms how customers and prospects will advantage by doing business with them will win the battle for business.

Idea: Make these questions the topic of your next sales meeting.

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