Does your business win the tie breakers?
15th February 2012 · 0 Comments
If you’re looking to be successful in life, you need to know this: Little things make a BIG difference!
Have you ever had to make a really tough decision between to closely matched options?
How did you decide which option to choose?
Chances are good that if it was a tough decision, there was something that became the ‘Tie Breaker’ and caused to to pick one option over the other, right?
It might have been the warranty, the sales person, the way it was presented, or even just a gut feeling. But SOMETHING finally pushed you in one direction… and that made all of the difference.
Why is this important to you as a business owner or someone seeking success?
Great question. It’s because the guy who wins the tie breaker gets ALL of the sale, wins the game, achieves his goals!
What I mean is this…
If your product is 51% likable and the other option is only 49% likable, then a logical person will pick your product. However, you don’t just get 51% of the sale – you get all 100%!
In the example above, just being 1-2% better than your business competitor is the difference between huge success and utter failure. So what is that 1-2%? They are what I call the Tie Breakers.
I learned this concept from an amazing Real Estate Investor in Southern California named Bruce Norris, and it has made me more money than you can imagine.
You see, Bruce taught us that when you are looking to make a sale, it is the little things that often dictates who gets the deal and who goes home empty handed. So it’s important to think about (and prepare for) the business tie breakers that will get you picked over the competition.
Things like how easy you are to do business with, whether you’re on time, how you’re dressed or smile, if your presentation is too formal (or not formal enough), a timing issue, whether you use video marketing or advertise in print, and it may be something as simple as you putting the customer at ease are all business tie breakers.
So ask yourself, “What are the small things that allow my customers to choose my product/service over the competition?” and when you lose a sale, figure out why. In efficient markets it’s rarely a big difference that sways the buyer’s decision – it’s the little things.
So take a minute to evaluate your business and see if you can identify what is working FOR you, and what is working AGAINST you? Take the time to go back through as many recent transactions as possible and ask yourself why your potential client said ‘Yes’ and why they ultimately decided to do business somewhere else… And then fix the broken pieces.
This simple principle will help you increase your production in a big way – by making small changes!
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