Do you own a small company and are you interested in making sure that your message to your customer is indeed the right one? Do you have a competitive advantage over the competition? Have you identified that competitive advantage? If you do not find a competitive advantage then your competition will out sell you.Have you informed your target market of this advantage and what it means for them when they buy your product or sign up for your services? Once you identify your competitive advantage or advantages then of course you need to educate and inform your potential customers, target market, prospect and the public of this in a well-executed marketing program.Obviously having a competitive edge in any business is like money in the bank right? Well, yes and no. Yes of course if you take advantage of it and exploit it and Yes if you are able to communicate to your target market a simple message as to why they should shop with you. To sell to your customer you must understand this … [Read more...] about Selling, Marketing, Identifying Your Competitive Advantage
Working in the United States has become increasingly competitive.It has been a very challenging time for most Americans. We are facing an international labor market that is highly skilled, competitive and eager to take their place in the international marketplace.On a daily basis we read stories about how American corporations are:· Sending work overseas to China and India· Laying off employees by the thousands· Cutting employee benefits· Demanding salary pay-cuts· Hiring foreign workers instead of Americans· Increasing corporate mergers· Demanding work schedules· And many more…Why are Americans becoming less competitive?The reasons are simple:1. Lack of math and science training2. Lack of understanding market chances3. Lack of information4. Poor communication skills5. Failure to relocate6. Poor major and course selection7. Poor networking8. Failure to seek extra credentials/certifications9. Be supportive of your … [Read more...] about Are We Losing Our Competitive Advantage?
An amazing thing happened today that exemplifies the power of the "global network".I received a call from UPS Japan. They have to deliver a parcel from America to my Italian associate that lives in Tokyo. The address on the waybill was incorrect and there was no telephone number on the waybill.UPS wanted to deliver this parcel so they did a search on google inputting my associate's name. What they came up with was my Intrmarket Solutions web site at http://www.intrmarketsolutions.com. They searched through my contact information which was very easily accessible in an extremely simple way and called me. I provided the telephone number of my associate and told them that if they cannot get through (he may be away on business) to call me back and I would provide the most recent mailing address for them to deliver the parcel.I contacted my associate to confirm that UPS did get through so his parcel is on the way to his office. This is a real-life example of how the internet was used to … [Read more...] about The Power of the Network: How to Develop Competitive Advantage in Business
An Evolving Operational FocusIn the past when companies pondered corporate strategy, operations had been peripheral to the discussion. Operations were considered a technical matter with one way of doing things and therefore not, strategic. Strategy is about products, markets, and competitive advantage with divergent possibilities.Operations were seen as a series of puzzles with single best solutions. The realization that optimization of parts did not optimize the whole led to new focus - operational management went up a level from looking at individual tasks to looking at whole processes. During the 1960s, Japanese manufactures obtained competitive advantage by optimizing operational efficiency, which meant lower prices, flexible production capabilities and a reduction in lead times. Operational considerations became a key theme in strategic discussions.During the 1990s, companies like Dell took this further. The computer market was changing faster than any other market had done in … [Read more...] about Achieving Competitive Advantage through Collaboration with Key Customers and Suppliers
Does your selling style address the most fundamental needs of your prospects? What are the most important factors to someone making an important buying decision?Universities and market research firms have conducted numerous studies to determine the most important buying decision factors for people who make significant purchases. We gathered as many of those studies as we could find, and did simple correlation analyses to average out the results. Here are the results, in order of importance.Weighted Values* of Buying Decision Factors(c)1. Level of Trust in the Salesperson: 87 2. Level of Respect for the Salesperson: 82 3. Reputation of the Company or Product: 76 4. Features of the Product or Service: 71 5. Quality and Service: 58 6. Price (non-commodity): 16 12. Like the Salesperson (rapport): 3 *(Weight = percentage of people listing each factor in their top 5)The average salesperson knows how to effectively present 4 of the 7 factors cited above: Reputation (#3), Features (#4), … [Read more...] about The Ultimate Competitive Advantage: Trust and Respect