Here's How to Compete With The "Big Guys"...

This week, one of the members of my coaching group forwarded an email to me from American Express announcing that AMEX is now selling promotional products at their web site. (So, what else is new!) She wanted to know how she could compete?

Here's my answer:

The difference is YOU!

When products and prices are similar to your competitors, the only reason for your customers to buy is YOU!

Forget about focusing on the promotional products you sell and instead focus on the value you bring to your customers.

How can you provide more value and compete with the bigger players?

1. Build relationships. People buy from others they know, like and trust. The relationship comes before the sale. In today's high tech world it's easy to hide behind a computer, but not wise. Get out of the office and get in front of your prospects. Large Internet based companies can't provide the personalized one-on-one contact that you can.

Focus on educating your prospects and helping them make the right choice. This goes a long way in building loyalty and customers for life.

2. Provide ideas. Compete by providing fresh ideas. Instead of just pushing products, share ideas and case histories. Let your creativity shine. Develop a case history file and let your customers know what has worked for other similar companies.

3. Be the expert. Become as knowledgeable as possible about your prospects business and the business of promotional products. Read trade journals, attend seminars, take classes , work with a coach and enhance your skills. Your prospects will seek you out when you're perceived as an expert.

And finally...
Many people are turned off by big companies and appreciate the small personalized contact only YOU can provide.

What have you done to compete with the big guys? All thoughtful comments are welcome! Just hit the comments button below.

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Rosalie Marcus, The Promo Biz Coach, teaches promotional products professionals how to get more sales, choice clients and earn a higher income.
Get a free special report: 10 Proven Ways To Build A Thriving Promotional Products Business In Any Economy at:
http://www.promobizcoach.com/

Reach her at Rosalie@promobizcoach.com or 877-570-6766.