Why Should Someone Choose Your Company Over Others?

Growing a highly successful business is not luck.

There are actually numerous, highly predictable ways you can make it happen.

Today I’d like to focus on one simple method that can make a real difference to how much income your company makes:

Get super clear about why a customer should choose you over your competition.

Most entrepreneurs don’t really know.

Oh sure, they can give you a bit of a sales pitch for their company, but they’ don’t usually have a powerful, highly persuasive, carefully articulated list of reasons why their company is better than most of their direct competitors.

Do you?

To formulate a compelling point of difference for your company you must do 5 things:

1. Get to know your competitor’s sales pitch.
Most entrepreneurs never bother to do this. And because they don’t know what their competition does to sell themselves, they can’t adequately defend themselves from it.

2. Get clear on what makes your company different. Or what could make you different.
If you discover that you are just like every other company, how could you change or improve your selling proposition?

3. Build your sales presentation around that.
Too many companies just give you a quick and basic list of their advantages, rather than carefully crafting their sell.

4. Build all of your marketing around these points of difference.
Hammer it home at every opportunity

5. Train every one of your staff to be able to explain exactly why someone should choose your company.
Every one of your employees can be potent sales enablers if trained well.

Most companies do not do all five of these things.

Most don’t even do three.

If you do, you’ll dramatically increase how many customers you win.

You must make it absolutely clear why you are better than your competition.

Do it well and you won’t have much competition.

The Incredible Power Of Staying In Touch

Too often in business, we think the answer has to be complicated.

This is particularly the case when it comes to getting more clients.

There are all sorts of advanced systems for finding and converting clients, and you could spend 20 years studying the field and still not know half of them.

Many of these sales systems are brilliant. And can genuinely make you a fortune.

(In fact I teach highly advanced sales systems myself, and have made literally millions of dollars using them in my own companies.)

But all this sales knowledge and complexity can be a danger too.

Because the complex methods are so seductive, they can cause us to ignore the simple ones.

The reality is, there are some super simple ways you can greatly increase how much money you make in your business.

One of these is so basic, so elementary, that most entrepreneurs ignore it:

Endlessly stay in touch with potential customers.

A call every couple of months. An email newsletter every few weeks. An occasional gift. A regular reach out to offer something new, or to tell the person news in your company that may be relevant to them.

It’s really simple stuff. And it works enormously well.

But hardly any entrepreneurs do it. Even fewer do it well.

So before you invest in some ultra slick CRM system or begin studying the latest cutting edge Jedi sales persuasion tricks, take a moment to ask yourself this:

Am I staying in touch with at least a hundred potential clients?

Because that one, exceedingly simple sales strategy alone can make you rich.

Stop Wanting To Be Problem Free

If you want to be happy in business, you need to make one important change to how you think.

You have to stop wanting to be problem free.

If you dislike problems, then most days of the week you will be frustrated, angry or unhappy.

Every business is full of problems- constantly.

Even the so-called ‘successful’ businesses.

In fact the faster growing a business is, the more problems it experiences.

Therefore you must train yourself to love problems, to seek problems, to see solving problems as the only way you can ever grow a grow a great business and achieve your dreams.

To think this way is not easy, but it’s doable. And it’s compulsory if you want to excel.

One of the best mental models you can take on is to see yourself as a ‘Master Problem Solver.’

To see yourself as an unstoppable problem solving machine.

That way when the inevitable problems arise they don’t disconcert or worry you. They actually excite you.

You become a business person that attacks problems.

Aggressively, proactively and with genuine ‘Bring it on’ enthusiasm.

This type of business person is not just 10 times more effective and successful than the average ones.

They are also much, much happier.

The Importance Of Keeping Your Belief Strong

Growing a business is very tough mentally.

You sometimes doubt whether you’ll succeed.

You often blame yourself for mistakes.

You regularly get frustrated by slow progress.

And then there’s the boredom – running a business week in and week out can get really tedious at times.

No wonder entrepreneurs feel down on many occasions.

And that’s why it’s so crucial to keep your self belief strong – to do the mental work each day that keeps you motivated, inspired, persistent and effective.

(Please remember, that self belief doesn’t just happen – you have to work at it to maintain it).

When I coach entrepreneurs, I teach them a whole arsenal of cutting edge mental techniques to keep their confidence and belief uplifted, but today I want to talk about just one:

Daily reading of your Supporting Reasons.

Here’s how this mental technique works.

  1. You write down every valid reason that you can achieve your business goals. (For example: ‘I have ten years experience in this industry. I am excellent at selling. I really understand my field ‘, etc.).
  2. Then every morning before you start work, you read this list and remember why you are so good at what you do.

It’s such a simple technique, but it’s incredibly powerful at keeping your self belief strong.

If we only just remind ourselves of all the genuine reasons we can achieve something, we are far less likely to lose confidence, get unmotivated or give up.

But we have to do this regularly or we’ll forget – and self doubt can creep in.

I challenge you to do this technique every morning for the next 7 days.

You will be amazed at how much more confident you will become.

Do You Treat Your Clients Too Well?

There are thousands of books about great customer service.

And I’m sure you believe in treating clients well.

But are you going too far?

When you are with your clients, do you behave as if they are the boss, and you are below them?

Be careful doing that.

It’s an easy mistake to make – because we want to please clients, and retain them.

But in the end, most clients want you to lead them. They want your expertise – for you to know the exact right direction they should go and to have total confidence in telling them so.

To be the sage, that solves their issues and clears the clouds in their minds.

Don’t position yourself below them, in the name of ‘good customer service.’

Take charge.

The Number One Thing Business Owners Must Focus On

As you go through each day, just remember this.

For business owners in any service industry, there’s one predictor of success or failure that matters more than any other:

 

The number of appointments you have each month with potential clients.

If you book a lot of them, you’ll usually become wealthy.

If you have few appointments, you will struggle to make a living.

Please always remember this.

Don’t caught up spending all your time on all the other stuff that happens in your company.

Just focus on those appointments.

Proof: How your health directly affects your wealth

Is your wealth connected to your health?

As strange as it may seem, I think they are very closely related.

In this short video,  I explain 3 powerful ways that how much money you make is directly affected by how healthy you are.

Once you watch the video, you will know several powerful ways to increase your chances of growing your business.

Getting physically fit is, in my view, one of the least appreciated methods of growing your business.

I explain why it’s so important in this unusual video.

If You Own A Company Please Remember These 3 Things

If you want to grow your company, it will really help if you keep these 3 things in mind:

1. Money flows where attention goes.

If you haven’t grown your company much in the last 6 months it’s almost certainly because you are not physically spending enough time each week looking for clients.

I know that sounds like a simple generalization, but I have mentored literally hundreds of company owners and I almost always find the ones not getting wealthy are caught up running the day to day business, not looking for more income.

You need to change the main focus of your attention to increasing revenue, then your results will improve enormously.

 

2. You must switch from a talent based business to a systems based business.

It’s great to have outstanding people, but I have found that building your agency around brilliant minds is dangerous.

Firstly there are not many of them, so you will always struggle to scale a company centered around super talented employees. They are just too hard to find.

Secondly, having brilliant employees often hides the fact that a company is short of systems. Great talent somehow gets the job done, even when the company’s systems are poor.

But it’s hard to really grow a company based around individual genius. Good scaleable systems are a more reliable way to scale than endlessly looking for star performers.

You want to have it so that your systems are so good, the company grows even when you employ average people.

3. People are a lot dumber than you have built giant companies.

You can do this, you really can.

I have mentored many very rich business people and they are often no brighter than the average entrepreneur.

All you need is enormous desire, massive belief and a method or process that works. I’m not saying building a great company is simple, but it is eminently within your grasp if you work on those 3 areas constantly.

Please have a think about these 3 points. If you keep them in mind they can help you grow your company (and your bank balance) a whole lot faster.

3 Quick Ways To Grow Your Company

Here’s the reality.

Growing your company should be a very predictable process.

If you’re having trouble getting clients, you need to fix 3 areas:

1. How Many Potential Clients You’re Speaking To Per Month

It’s truly amazing how many business owners I meet that are working 12 hours a day but are spending none of that time reaching out to prospects.

I don’t care how smart you are, if you aren’t systematically organizing quality conversations with potential clients you will not be super successful in business.

2. A Step By Step Sales System.

When it comes to the sales process, most business owners wing it.

They are happy to have a chat with a lead, but just cant be bothered designing a carefully thought through sales conversion process.

Make no mistake, if you don’t have a clear, excellent sales process, you will miss out on lots of clients.

3. A Method To Get Clients To Buy Multiple Services From You.

Offering clients only one thing is crazy. You must regularly ask them to buy more stuff from you. If you do this well, 20% or more will buy a second service from you.

Many will buy 3 or even 4 different services from you, if asked.

Look, it probably took you months to get the client- make sure you maximize how much they spend with you.

So, how many of these critical strategies are you doing? If you are not doing all three, you’re leaving hundreds of thousands of dollars on the table.

If you are doing all three, you’ll soon be rich.

The Importance Of A No Victim Mentality

No matter what industry you are in, there will always be times when things get hard.

Clients will leave. Staff will disappoint. Sales will drop.

Believe me, it happens to all of us. Even the greats.

When it comes to business adversity, the question is not If, but When.

The real trouble occurs not when you experience hardship, it comes when you let it take over your mind, so that it brings you down.

You must do everything you can to avoid feeling like the victim. You must be resolute in maintaining a No Victim Mentality.

No matter how tough it gets. No matter how bad someone has been to you.

Remember this crucial point: You are ALWAYS in charge of your own mental state. Nobody can make you feel down without your consent.

You have the choice – you can stay positive. You can keep persisting. You can go the extra mile. You can think of a better way.

There is always, always, always a way to improve a situation.

This way of thinking is the No Victim Mentality. And it’s imperative that you adopt it fully in your life.

Those who have mastered the No Victim Mentality, share several characteristics.

1. They Are Solution Orientated.

They don’t dwell endlessly on the problem. They discipline their mind to look for something, anything, they can do to move things forward and make things better.

They are constantly looking for actions to take, no matter how small, to improve the situation.

And because they are looking for them, they often end up finding them.

2. They Remain Upbeat When All Around Them Have Become Depressed.

You are never much use if you are feeling down. People with the No Victim Mentality stay extremely positive, because they know that only that mental state is conducive to finding solutions.

Being upbeat also inspires and lifts those around you who may have become despondent.

3. They Intelligently Persist.

Leaders with a No Victim Mentality keep on going when others have given up long ago. But they don’t mindlessly repeat activities that have clearly borne no fruit.

They adapt. They alter. They refine.

Until eventually they breakthrough.

Please take note of these 3 characteristics of the truly strong entrepreneur, one with a true No Victim Mentality.

Focusing on them in times of hardship takes some work, but in the long run, it is 100 times easier than giving in to failure.