In today’s global business world, small businesses compete right alongside bigger corporations. Due to the internet and myriad tools at the ready, smaller businesses have more than enough resources to successfully compete with their larger competitors.
But how do you show a potential customer that your company not only has the same resources and credibility as major competitors, but can give them something extra that they would not receive with larger companies?
Below, 10 members of Forbes Coaches Council explain how you can prove to your clients that your business has all the bells and whistles of bigger companies, in addition to benefits unique to smaller business models.
Members of Forbes Coaches Council share their insight.ALL IMAGES COURTESY OF FORBES COUNCILS MEMBERS.
1. Show, Don’t Tell
The mantra of “show, don’t tell” holds true here. In the technology sector, the best bet to illustrate your credibility is by providing case studies of current or former clients. If that is not available, demonstration of skill set is a good alternative: think webinars, tutorials, etc. Ultimately, credibility is proven by results. Show results and your credibility will grow. – Kamyar Shah, World Consulting Group
2. Share Your Story
Indeed it starts with a job well done. Sprinkle in a client testimonial, a brilliant case study and a client referral and you are well on your way. But do not stop there. Find creative and fun ways to share your company, client and personal story. It is through stories that we all connect. Have fun and take time to create alignment between what you do and who you are with your story. –Alexsys “Lexy” Thompson, Trybal Performance
3. Become A Partner Not A Vendor
Anyone can be a vendor, but it takes a special level of knowledge and connection to be a partner. Know your clients inside and out and work with them to achieve their goals as if they are your own because, in reality, their success is yours as well. Nothing beats a good reputation of being a trusted and engaged partner. It will spread far and fast regardless of your size. – Tonya Echols, Thrive Coaching Solutions
4. Become More Customer-Focused
Build a community of customers who would benefit from your product. Actively engage them with your product through multiple channels. Listen to what they are saying. Use your ability to be agile by creating incremental improvements, helping your customers benefit from the personal relationship. As demand increases, you will scale much better by being tightly connected with them. – Alan Trivedi, Trivedi Coaching & Consulting Group
5. Build Great Case Studies
Being able to articulate actual ROI is the secret ingredient to winning business. They are more concerned with your ability to deliver results than they are about your company size. If you don’t possess the skills, hire someone to help you document case studies from recent engagements. Send them to a graphic designer for polish and then use them as part of your business development efforts. – Trellis Usher, T.R. Ellis Group LLC
6. Record And Publish Powerful Testimonials
My small business gathers a handful of testimonials from the heart each year online. Even if we do not compete in scope and breadth of outplacement services, I know our boutique reputation wins the day against our national competitors. It is one small way we drive home our message of very personalized and individualized services. It differentiates us in our bids and contracts versus the bigs. – John M. O’Connor, Career Pro Inc.
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