August 21, 2017

How to gain a powerful competitive advantage and grow a massively successful business

One of the most effective ways to gain a valuable advantage over your competitors, is to do something that generates great results, which they’re not doing.

What I am about to share with you, is a mindset for developing your business, which only a tiny fraction of 1% of small business owners embrace.

How can I build value, today?

As service providers, I’m going to suggest that we need to focus every day, on answering the question: “How do I build value, today?”

Building value into your client relationships can be as simple as sending them a personal, handwritten thank you note, for no reason other than to demonstrate your gratitude for being able to serve them and their business. Business is all about people and the relationships we have with them. The human touch goes a long way, especially today when so much is automated.

It’s also worth mentioning that the value of sending someone a thank you note (or a cupcake) is huge, but the cost to you is peanuts. It’s the recognition people value, not how much you spent on it. In fact, a thoughtful, inexpensive gesture also shows you are adding value to your relationships, rather than trying to ‘bribe’ people with expensive gifts.

Building value within your marketplace can be as easy as starting a newsletter or a blog, like this one, which offers valuable, free information. You will be amazed at how much people will appreciate your help and how willing they will be to share your value with their friends.

It’s not easy, but it is required

Yes, building value also includes more challenging tasks. For example, it takes creative thinking, time and effort to make our products or services increasingly valuable. It’s not easy, but it is required for people like you and me, who want to reach our full potential.

What examples have you experienced, where a provider demonstrated they were building value? Share your thoughts!


About Jim Connolly 93 Articles
Jim Connolly has worked in marketing for 24 years and had his own successful marketing business since the mid 1990's. Jim is known worldwide for his ability to help small businesses make massively more sales and boost their profits. Although Jim now works exclusively with small businesses, he has worked with people from some of the best known companies in the world. These include; The BBC, Disney, Rothschilds, Mitsibishi, Hewlett Packard, Edelman and AWD PLC plus many more. To see how he can help your small business, visit his blog at Jim's Marketing Blog.

5 Comments on How to gain a powerful competitive advantage and grow a massively successful business

  1. Jim, good article, I’d love to see more of this kind of thing. We made a commitment this year to do something that will set us apart from most lawyers – it sounds simple, but in a busy law practice, its hard to do – stay in touch with our clients and keep them informed of what is happening on their cases. We constantly hear the compliant about other lawyers: I never hear from my lawyer – I don’t know what he’s doing. We resolved to be different. It takes effort, but it sets us apart. All the best, Bob Vogel

  2. There are a few companies that send me birthday emails, or personalize any emails based on previous purchases that I’ve made. I can definitely see the value in that. I always tend to open emails from companies that I know have at least made a little more of an effort to get my attention.

  3. Very true. I try to personalise everything and a great way to do that is when sending direct mail I add a personalised post it note .

  4. Agree with you Jim
    I have found that a lot of the value comes in the relationship building and joint problem solving with clients. It is not just about birthday cards and thank you letters although I do those as well.
    I think it is about trust.
    Trust that your advice is authentic and is what you feel is right not what you feel the client just wants to hear.
    Trust that not all meetings and conversations involve the “consultant meter” running in the background.
    Trust that tricky organizational political issues can be discussed in confidence.
    Trust that you have some empathy and understanding of the challenges facing your clients working inside the organization.
    Trust that you will make decisions in the best interests of your Client not yourself.

  5. Thank you for your advice and time into sharing the hard but simple reality of valuing others before our business gets the value we seek. We cant give what we don’t have.

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