Competitive Advantages
Wikipedia defines competitive advantage as a position a firm occupies against its competitors. This means something your company has that others don’t. This can be the lowest price, the best materials, the best service, the highest quality manufacturing, etc.
I can’t stress the importance of using you or your companies competitive advantage(s) in your favor. You should be well aware of all the competitive advantages you have over your competition. This is something that no one else but you (or your company) can claim to have. Why shouldn’t you remind your prospects and customers of this?
I recommend writing them all down so you can easily reference them. I also like to write a “what this means to you” after the competitive advantage so it can be quickly used in a conversation when the opportunity arises.
For example: Long term fixed rates for a product. What this means to you: “Because we offer long term fixed rates you are able to take advantage of a low price and protect yourself and your company for 5 years without any fluctuation in price.”
If you have no competitive advantages or the most in a marketplace, you can always add one more: YOU. You should be the number one competitive advantages you can offer to your prospects or customers. You should not be like your competition; you should go above and beyond the customers expectations and offer a relationship that sets yourself apart from the rest.