In my previous article, I talked about competition. Unless one has invented something new and unique, expect that everybody will face competition. And as noted, by competition I don’t mean only another vendor or service provider, I also refer to do nothing or do it in a traditional way without using any provider.
If you are then in the position that you face competition, as most of us are, get prepared for it. And how should one get prepared? By finding their differentiators. Find something, or even more than one, that makes your proposition different and hopefully better than that of your competitors. Try to find your niche position in the market that makes you better than the others.
The differentiators don’t necessarily need to be in your product offering. It can be, but it doesn’t have to be. Differentiators can be in your pricing policy and the way you charge your client, it can be additional services you offer, the service agreement that is better than others, it can be the delivery options or the fact that your service is integrated to other ecosystems. It could also be that you become a specialist and product market expert in a specific vertical or in a certain region, it could be also your free educational and consultative services that come with your product or solution.
Finding your different place and position in the market is vital, not just for success but primarily also for surviving.
Once you identify your differentiator, don’t stop there. Advertise it, show the world that you do things differently and convince them that your different way is a better way. Prove to clients what they will earn by joining your unique and different idea.
Keep trying, keep selling!