What is your Edge over your Competition?

If you can’t put a Square Peg in a Round Hole, then what is your EDGE over your competition?

Too many times sales organization try to emulate what their competition is doing. They create products and services that are “me too” and that dilutes your ability to be unique, special, innovative, i.e., different.

I sell products that are highly standardized. As a matter of fact, my clients can purchase many of the brands that I sell elsewhere.

So what makes me different? What is my “Edge” over my competition? It is my red hair, my wild and crazy personality; it is the Brownies that I have made for my clients each year during the holidays.

Brownies! Seriously, that is what one client told me several years ago. I asked, “Kyle, why do you do business with me?” He said, “It’s those wonderful brownies that you bring me every Christmas.”

Usually around July, he and some of my other guys will start in on me by asking, “Isn’t it about time for some of those Brownies?” I answer, “It ain’t Christmas yet!”

In the marketplace, when all things appear to be equal, there are just a few little details that can make you stand out and shine to your clients. So share with me, what is your Edge?

Peggy P. Edge (c) 2013

Professionalism in the Market Place

I have been asked to speak to the Nursing students at a local college.  I look forward to sharing my 30+ years of war stories in sales with these young people.

Most likely they will roll their eyes at some of my fuddy-duddy ideas of being a professional in the marketplace.  However, some rules never go out of style like, dressing for success not dressing to your own desire–pants-on-the-ground, pink hair, body piercings, etc.

Every industry has prescribed guidelines for what is professional in their market.  Before you go to that first interview you should be aware that you will be meeting someone who is going to make a judgment about you and your character within the first 5 seconds you walk into the room.

Recently a young friend of mine interviewed for a job at a major telecommunications manufacturer here in the DFW area.  Prior to her interview, she was told by the agency that she was working with that she would not be allowed to carry a cell phone into the facility—it must be left in the car.  Oh my, what would she do if someone needed to call her during that time?  Well, duh, they would just have to leave a message.

Yes, some corporations do not allow personal cell phones in the office.  Can you imagine 8 hours of not being in touch with your friends?

I think very few young people coming out of high school and college these days have a sense of what it takes to be successful in a job.  I’m not trying to negative here just realistic.

The bottom line is that if you want to be considered as a professional, you must first look and act the part.

Business Networking – Do you know your ROI?

Have you calculated your actual ROI on your Business Networking activities?  If not, why not?

• Periodically you should figure out exactly what it is costing you in not only hard dollars but soft costs to attend any networking function.
• Hard Costs include:  Membership Dues, Chapter Dues, etc.
• Soft Costs include:  Drive time, Meeting time, and any time that you spend outside of the actual event having a 1-1 with either synergy partners or prospective clients.

Ask yourself, am I getting out of this group or activity exactly what I planned or expected?  If not, it might be time to make a change.  Look for other networking groups that more appropriately helps you attain your ultimate sales goals.

Peggy P. Edge (c) 2013