Sell The Sweet Spot



This article was written for the December issue of Salem State Enterprise Center's Small Business Buzz

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Sell The Sweet Spot
By David Cutler of www.EatMedia.com  
Do you want more Sales? Concentrate on the Sweet Spot.

When was the last time you answered this seemingly simple question - What do you provide your customers that your competitors do not?  

The value of answering this question is that it gives you a place of strength to build your Marketing strategy on. Including the Sweet Spot in your pitch captures the clients that will be your most satisfied, repeat customers.

Where do we start?  The most successful companies assess these 3 circles in a Venn diagram to concentrate on the Sweet Spot.  The goal is to accurately assess your own capabilities and really understand your client's needs. The sweetest spot you offer is what your competitors cannot.

Let’s take a quick look at the 3 circles (I also summarize them in a short video below):

1)    You – your product and company reputation

What do you do best? Ask your customers what they think at every opportunity. Be determined to know your true value and your “Unique Selling Proposition.” Self-assessment can be a bitter pill but it will cure what ails you. Insist on the truth from your trusted network of friends, employees, and partners. Experiment with quick surveys and anonymous online polls, such as: SurveyMonkeyEasyPolls, and Poll Everywhere.

- So, here is a request for your feedback right now - The Enterprise Center would like you to...
        

2)    Client – Assess your customer’s needs and expectations

Focus on understanding your prospects that are most likely to be loyal. Ask them what they need and how they expect to interact with you. For example, use your smartphone the way they do. Discover how you can provide real value and utility. Look for innovative ways that you can create to help your customers.

In this age of constant communication it can be overwhelming trying to keep up with all the Digital channels - Web, Social, Mobile, Video, etc. But the more you listen to what your customers want, the easier it will be to focus on the most relevant methods to engage them.

3)    Them – Your real competitors

After you clarify yourself and which customers you should focus on, re-evaluate your competition and take a good look at them. These are your prospect's other choices in your area and beyond - remember, these days there are new avenues to reaching clients. Know how many channels your competition is using.

Check out your competitor’s websites. Check them from a smartphone. Sign up for their newsletters. Use www.google.com/alerts to get free emails of their activities. Also, keep an open mind that your “competitors” can be more than unrelated distractions. Since you both have similar Sweet Spots, they can also be your next best partner… so consider an alliance. But that is a good topic of another article!

Use the above poll to let us know what you want to learn more about. Also, feel free to contact me directly at 617-331-7852 or dcutler@eatmedia.com

So, what is your Sweet Spot? Let’s share the many ways it can help your Marketing and Sales.

- As another example of experimenting with Media...
Here is a 2:00 video explaining the 3 elements of the Sweet Spot.


David Cutler is President of “Creative Business Development,” a Sales and Marketing strategy firm specializing in multimedia content and events that increase your visibility to grow sales. Come share at the digital buffet - check out www.EatMedia.com