Why Should Customers Choose You? You know why shopping at your store is the best option. But do your potential customers?
Why Should Customers Shop You Over the Big Box?
You know why shopping at your store is the best option. But do your potential customers? You need to tell them! If you haven’t done this already, members should brainstorm and solidify your business differentiators with your sales team and incorporate them into your marketing and website. We have some quick ways to help you get started!
Do you service what you sell in house?
Do you offer a price match guarantee? Great financing? Can you deliver fast?
Are you proud of your employees year’s of service? Do you offer warranties?
You may know these off the top of your head, but does your team know them?
It’s time to show those off and get your sales team ready to deliver your company’s “elevator pitch” any time.
Differentiator Worksheet Example
Why Do I Need to Know my Differentiators?
- Empower your sales team to deliver a consistent, salient message about what sets you apart.
- Distinguish yourself in the marketplace – especially against the big box, and create a competitive advantage.
- Dispel misconceptions about competitors having better selection, lower delivery/install prices, better service, etc.
- Close the sale more quickly in store
What’s a Good Way to Get Started?
- Review this list of differentiators other members have utilized, and select the top 5-10 you want to focus on in your sales messages.
- Do a workshop where you have your team fill out what sets you apart on key customer concerns (service, rebates, inventory, experience, etc.).
- Post your differentiators prominently in store, in the breakroom, and on your website, and train your team in how to incorporate these into their customer conversations.
- Look for ways to weave differentiators into your brand messaging and website to make it clear why customers should choose YOU.
Click to find out more about this and the many benefits of working with AVB Marketing.
