“Why should I buy from you?” is probably one of the hardest, and most important, questions for a business owner to answer. The answer goes to the heart of your competitive strategy and is the key to outperforming your closest rivals. It’s more than just marketing. It impacts everything your company does—the markets you target, the customers you attract, the products and services you offer, how you sell and distribute and so on. It’s the glue that holds all your company’s activities together in a cohesive system. It’s what gives you a Big Strategy.
But all too often, the answers I hear are “you should buy from us because we partner with our customers” or “our technology is better” or “it’s our people that make the difference”.
About Tony Collins
Over the last 25 years, Tony has started, turned-around or helped grow over five different small to medium sized businesses in a variety of industries.