Why should I do business with you

How can any business expect to outperform the competition when its own employees can’t explain—simply and convincingly— what makes them different from the competition?

That is the question behind a recent posting at Harvard Business Review Online

Here is an exercise to try. Ask yourself "Why should I do business with you?" and document all your answers as short 1 sentence statements. Next, announce the answer out loud followed by a blunt "so what!" Make sure you keep asking yourself "So what!?" until you have a strong quantifiable answer that shows the customer how you can help. Lastly, add an example of how you have done this for other customers. For example. If you drill down your "so what's to "I can double your cold calling ratio's and help you sell more faster",

add;

"for example at XYZ company we increased their cold call success from 2 out of 10 to 6 out of 10 and as a result they had a record sales month."

Example will make your USP real for the customer and also help to boost your confidence and conviction about your features and benefits.

Dedicated to increasing your sales,

Colleen