You’re in business – you have competitors. They make a similar product, similar price – how can you separate?

How about great service, great follow-up, great proactivity? How about attracting the non-fans through acknowledging the other service as a solid competitor?

People watch; take notes, mental and physical. People remember. They remember how you work; how you react; how you talk.

Professionalism is more than just being professional to the person directly in front of you; it also means being professional about who’s around you.

People watch; take notes. It just takes one note to start a book on your approach.

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66 comments
kasser
kasser

Nice and great post.

 

Thanks & regards.

kasser
kasser

Nice and great post.   Thanks & regards.

Sonia (Sunnnee)
Sonia (Sunnnee)

People are watching you from the moment they meet you. How you carry yourself, how you interact with people, how you conduct yourself with customers, everything. That ultimately spills over to your business online as well. If they meet you and you turn out to sound like a jerk and but has a different "voice" online, you come off "fake" and people don't get to see the real you.

 

I remember meeting someone I admired a long time ago who's message I enjoyed immensely over the years. When I saw them get on stage to deliver a seminar, they started shouting cuss words that I wasn't use to hearing from them. My ears have heard worse, but his message wasn't consistent with what I had already known. Needless to say, them impression after the fact, wasn't the same.

 

From the beginning, set the tone on how you want to be perceived because changing it years later won't be so well received. If you speak a certain way, speak that way all the time. Changing it up for the sake of others, make you look phony. I can respect a person for keeping it real at all times.

 

Playing for the audience starts to make me suspicious of you.

Sonia (Sunnnee)
Sonia (Sunnnee)

People are watching you from the moment they meet you. How you carry yourself, how you interact with people, how you conduct yourself with customers, everything. That ultimately spills over to your business online as well. If they meet you and you turn out to sound like a jerk and but has a different "voice" online, you come off "fake" and people don't get to see the real you.   I remember meeting someone I admired a long time ago who's message I enjoyed immensely over the years. When I saw them get on stage to deliver a seminar, they started shouting cuss words that I wasn't use to hearing from them. My ears have heard worse, but his message wasn't consistent with what I had already known. Needless to say, them impression after the fact, wasn't the same.   From the beginning, set the tone on how you want to be perceived because changing it years later won't be so well received. If you speak a certain way, speak that way all the time. Changing it up for the sake of others, make you look phony. I can respect a person for keeping it real at all times.   Playing for the audience starts to make me suspicious of you.

Company
Company

Such a simple piece of advice, but one that we're all guilty of forgetting sometimes! Thanks for the reminder, Danny

Brian
Brian

Great service and great follow up is exactly what is needed. I think about hamburger fast food chains. Here in the US we have In-N-Out Burger. They never get my order wrong. They have a facebook business page which is extremely proactive. They answer comments within minutes. Many people work that page, not just one guy stuck in a windowless room. 

 

I compare their customer service with that of Wendy's Hamburgers.. I go there and my order is wrong nearly every single time. One time they got it wrong three times and they didn't offer me a shake, a free meal, anything. I can't believe Wendy's just surpassed Burger King in sales. 

When In-n-Out Burger first came to Texas,  I wondered about their popularity. They were wildly popular. I'm thinking now that it wasn't just their food, but also their customer service, it's wonderful. 

Brian
Brian

Great service and great follow up is exactly what is needed. I think about hamburger fast food chains. Here in the US we have In-N-Out Burger. They never get my order wrong. They have a facebook business page which is extremely proactive. They answer comments within minutes. Many people work that page, not just one guy stuck in a windowless room.    I compare their customer service with that of Wendy's Hamburgers.. I go there and my order is wrong nearly every single time. One time they got it wrong three times and they didn't offer me a shake, a free meal, anything. I can't believe Wendy's just surpassed Burger King in sales.  When In-n-Out Burger first came to Texas,  I wondered about their popularity. They were wildly popular. I'm thinking now that it wasn't just their food, but also their customer service, it's wonderful. 

chalet lowonahill
chalet lowonahill

Good evening Danny!

 

With respect to being professional about those around you, I'm inclined to think that a little graciousness towards so-called 'competitors' can go an awful long way towards not only building your own brand, but also building more opportunities for yourself in the long run (referrals; joint ventures etc.).

Regards, 

Linda

 

chalet lowonahill
chalet lowonahill

Good evening Danny!   With respect to being professional about those around you, I'm inclined to think that a little graciousness towards so-called 'competitors' can go an awful long way towards not only building your own brand, but also building more opportunities for yourself in the long run (referrals; joint ventures etc.). Regards,  Linda  

chalet lowonahill
chalet lowonahill

Good evening Danny!   With respect to being professional about those around you, I'm inclined to think that a little graciousness towards so-called 'competitors' can go an awful long way towards not only building your own brand, but also building more opportunities for yourself in the long run (referrals; joint ventures etc.). Regards,  Linda

DannyBrown
DannyBrown

@extremejohn Cheers Mister John!

DannyBrown
DannyBrown

@extremejohn Cheers Mister John!

Howie Goldfarb
Howie Goldfarb

When I did direct sales I never ever bad mouthed the competitors. That was a huge no no. They would bad mouth us. And my customers would tell me this and let me know they looked down on the competition for this.

 

Stick to highlighting what makes your product, service, business standout. Your customers and potential customers already know the shortcomings of your competition. You can sell without bringing this up using smart sales techniques.

 

If you know on weekends your competitor is closed and your prospect has mentioned sometimes they need critical parts then and can't get them. You don't have to say 'Unlike our competitor'. Just say 'and did you know we give 7 days support'

HowieSPM
HowieSPM

When I did direct sales I never ever bad mouthed the competitors. That was a huge no no. They would bad mouth us. And my customers would tell me this and let me know they looked down on the competition for this.   Stick to highlighting what makes your product, service, business standout. Your customers and potential customers already know the shortcomings of your competition. You can sell without bringing this up using smart sales techniques.   If you know on weekends your competitor is closed and your prospect has mentioned sometimes they need critical parts then and can't get them. You don't have to say 'Unlike our competitor'. Just say 'and did you know we give 7 days support'

Andrea T.H.W.
Andrea T.H.W.

"It just takes one note to start a book on your approach."

 

This sentence is great, reminds me of "The longest journey begins with the first step." It's like the snowball which can become an avalanche. It's not always easy to find the POD, the Point of Difference, but it's worth searching for because that's what makes us stand in front of the crowd. These times aren't those "special" businesses who stand out of the crowd? Those ethical, not outsourcing, producing where they get the money, customers friendly, employee friendly, and so on? And isn't it the same for websites?

 

I think it's easier to find our POD by listening to readers, in our case, as they are the ones who can say how we are different from others. Still waiting notes about me but sooner or later I'll get the point. :)

 

But anytime I think about this "approach" I'm always reminded of Tucker. Or Tesla. Or Hamer. Or Dr. Di Bella. That is be special but be careful as sharks don't like being robbed of their meal. And they like the blood of others.

Latest blog post: Overcoming Fear of Clowns

Andrea T.H.W.
Andrea T.H.W.

"It just takes one note to start a book on your approach."   This sentence is great, reminds me of "The longest journey begins with the first step." It's like the snowball which can become an avalanche. It's not always easy to find the POD, the Point of Difference, but it's worth searching for because that's what makes us stand in front of the crowd. These times aren't those "special" businesses who stand out of the crowd? Those ethical, not outsourcing, producing where they get the money, customers friendly, employee friendly, and so on? And isn't it the same for websites?   I think it's easier to find our POD by listening to readers, in our case, as they are the ones who can say how we are different from others. Still waiting notes about me but sooner or later I'll get the point. :)   But anytime I think about this "approach" I'm always reminded of Tucker. Or Tesla. Or Hamer. Or Dr. Di Bella. That is be special but be careful as sharks don't like being robbed of their meal. And they like the blood of others.

margieclayman
margieclayman

Your post is okay but I'm actually really interested in that Catheter Leads comment. I think I'll click on that link.  .......   :) 

Leon
Leon

G'Day Danny,

Well bloody said! You keep reminding me of my mis-spent past. Here are two definitions for your scrapbook.

 

"An amateur practices until he gets it right; a professional practices till he can't get it wrong." Dunno who said that but it's always appealed to me.

 

Graeme Bell can rightfully be called "The Father of Australian Jazz." He's still going strong into his nineties. He says, "the difference between an amateur and a professional is this : when ypu ring up an amateur about a job, he asks, 'How do I get there?' The professional asks 'What's the address?'

 

Anyway, I've survived another March 17!

 

Make sure you have fun 

Regards

leon

Leon
Leon

G'Day Danny, Well bloody said! You keep reminding me of my mis-spent past. Here are two definitions for your scrapbook.   "An amateur practices until he gets it right; a professional practices till he can't get it wrong." Dunno who said that but it's always appealed to me.   Graeme Bell can rightfully be called "The Father of Australian Jazz." He's still going strong into his nineties. He says, "the difference between an amateur and a professional is this : when ypu ring up an amateur about a job, he asks, 'How do I get there?' The professional asks 'What's the address?'   Anyway, I've survived another March 17!   Make sure you have fun  Regards leon

Mark Longbottom
Mark Longbottom

Usually when people are mentioned everyone says 'people buy from people'  they do.  More than that they buy from people they believe in not just people who sell.

Danny Brown
Danny Brown moderator

 @Sonia (Sunnnee) Hi there Sonia,

 

I wonder if who I'm thinking of is the person you mean (well-known bloggers and speaker from Boston)? If so, I hear you - I saw him speak and felt it unprofessional and not what the audience expected. If not that person - ah well... :)

 

Like you say, set the tone. It's all well and good being fluid based on the topic you want to write or speak about - but at least keep the same persona each time. Otherwise you just come across as a fake.

 

Cheers, miss, have a great weekend!

rdopping
rdopping

Sonia, fantastic comment! We are so on the same wavelength. Setting expectations and then delivering on those is HUGE to me. Be who you want to be but don't be someone else dependant on the stage.

 

Funny, you have to wonder how an actor would respond to that and if your guy was "putting on a show" for his audience. Guess so.

DannyBrown
DannyBrown

 @Sonia (Sunnnee) Hi there Sonia,   I wonder if who I'm thinking of is the person you mean (well-known bloggers and speaker from Boston)? If so, I hear you - I saw him speak and felt it unprofessional and not what the audience expected. If not that person - ah well... :)   Like you say, set the tone. It's all well and good being fluid based on the topic you want to write or speak about - but at least keep the same persona each time. Otherwise you just come across as a fake.   Cheers, miss, have a great weekend!

rdopping
rdopping

Sonia, fantastic comment! We are so on the same wavelength. Setting expectations and then delivering on those is HUGE to me. Be who you want to be but don't be someone else dependant on the stage.   Funny, you have to wonder how an actor would respond to that and if your guy was "putting on a show" for his audience. Guess so.

Danny Brown
Danny Brown moderator

That's a great example, mate. Unfortunately, I don't think we have In-N-Out Burger here, but damn, you make me want to find a franchisee to bring it here!

 

Like you say, the product is important but the service and experience is the kicker - something a lot of companies are fast finding out.

 

Cheers, sir!

DannyBrown
DannyBrown

That's a great example, mate. Unfortunately, I don't think we have In-N-Out Burger here, but damn, you make me want to find a franchisee to bring it here!   Like you say, the product is important but the service and experience is the kicker - something a lot of companies are fast finding out.   Cheers, sir!

DannyBrown
DannyBrown

 @HowieSPM You make a great point, mate. Sure, criticize - but if your service or offering is no better or great shakes itself, then where do you get off?   Having said that, my next few posts are critical ones - so maybe I'm preempting myself. Uh-oh...

DannyBrown
DannyBrown

 @Andrea Hypno Why do you think POD is so difficult for companies to adopt, Andrea?   Because your point makes so much sense, and yet is still ignored by even companies that should know better. It makes me head spin at times...

Howie Goldfarb
Howie Goldfarb

@margieclayman

did you know Margie that my blog provides much better service than this blog and that we are open 24/7? Also this blog is being investigated for using improper ingredients by the FDA. We only use 100% organic ingredients in my blog. Did you know this blog lost their ISO9001 Certification last month. We are not only ISO9001 Certified but we also have Six Sigma at my blog. And lastly ever since that blogging accident here where a reader lost a hand in August and now is suing Danny, we have had over 3 years accident free at my blog. Just saying.

 

As for catheters @DannyBrown  charges and we provide them free.

HowieSPM
HowieSPM

@margieclayman did you know Margie that my blog provides much better service than this blog and that we are open 24/7? Also this blog is being investigated for using improper ingredients by the FDA. We only use 100% organic ingredients in my blog. Did you know this blog lost their ISO9001 Certification last month. We are not only ISO9001 Certified but we also have Six Sigma at my blog. And lastly ever since that blogging accident here where a reader lost a hand in August and now is suing Danny, we have had over 3 years accident free at my blog. Just saying.   As for catheters @DannyBrown  charges and we provide them free.

HowieSPM
HowieSPM

 @margieclayman did you know Margie that my blog provides much better service than this blog and that we are open 24/7? Also this blog is being investigated for using improper ingredients by the FDA. We only use 100% organic ingredients in my blog. Lastly this blog lost their ISO9001 Certification last month. We are not only ISO9001 Certified but we also have Six Sigma at my blog. And ever since that blogging accident where a reader lost a hand we have had over 3 years accident free at my blog.   As for catheters Danny charges and we provide them free.

DannyBrown
DannyBrown

 @margieclayman Saved you the time and deleted that sucker. ;-)

Danny Brown
Danny Brown moderator

 @Leon You know, mate, I'm going to have to book my next vacation in Australia because I'm just dying to have a pint or three with you and hear your story - I bet it's ripper!

 

And, as usual, you've brought wisdom with your examples (though for a minute I was thinking you were on about the guy who invented the telephone).

 

Cheers as always mate!

DannyBrown
DannyBrown

 @Leon You know, mate, I'm going to have to book my next vacation in Australia because I'm just dying to have a pint or three with you and hear your story - I bet it's ripper!   And, as usual, you've brought wisdom with your examples (though for a minute I was thinking you were on about the guy who invented the telephone).   Cheers as always mate!

Danny Brown
Danny Brown moderator

 @Mark Longbottom So true, mate - and they're (usually) more forgiving too when you don't get it right first time, because they have faith you'll make it better next time.

 

Cheers, sir!

Sonia (Sunnnee)
Sonia (Sunnnee)

 @DannyBrown Not that person, but I think I suspect who you mean. I love the new site and design. I pinned your book on Pinterest too!

Sonia (Sunnnee)
Sonia (Sunnnee)

 @rdopping Thank you! I can't stand people that acts a certain way because they think that is what they are suppose to do. I would rather a person call things like they see it no matter what the situation is. At least I know I am getting the real person and it makes it easier to accept them for who they are. Some people might be stead-fast  from a person's brutal honesty, but I want someone to be honest then to lie. I can smell BS a mile away.

Sonia (Sunnnee)
Sonia (Sunnnee)

 @DannyBrown Not that person, but I think I suspect who you mean. I love the new site and design. I pinned your book on Pinterest too!

Sonia (Sunnnee)
Sonia (Sunnnee)

 @rdopping Thank you! I can't stand people that acts a certain way because they think that is what they are suppose to do. I would rather a person call things like they see it no matter what the situation is. At least I know I am getting the real person and it makes it easier to accept them for who they are. Some people might be stead-fast  from a person's brutal honesty, but I want someone to be honest then to lie. I can smell BS a mile away.

Andrea T.H.W.
Andrea T.H.W.

 @DannyBrown Well, imho, first because at a certain level all corporations or companies are linked together, shareholders or administrative committee members and as they say in Italy dog doesn't eat dog. There is a reason if all banks have the same rates and products and if gasoline has more or less the same price, and it's not really for taxes. Second because they don't leave a cow until it's empty, think about electric cars or hydrogen driven cars, they exist but won't be sold until there is no more oil and gas to sell and they find a way to prevent people to fill their car using normal electricity because this way the state and electric companies can't lucrate on that. Third it would require a kind of genius at the top of the company and this is easier said than done. Fourth this genius should also be ethic and not a monopolist. Forth if you do this the other companies will probably find a way to kill you, at least commercially or popularly.

 

Many companies exists just to make money and the more they can, whatever they say, and this is usually certain when there are shares involved, not so for some privately owned business but in this case the sharks witll try to hunt you down. They protect their business whatever the cost, think about Fukushima, and if something wrong happens they usually have enough money to cover everything.

 

Did I go out of topic? :)

Andrea T.H.W.
Andrea T.H.W.

 @DannyBrown Well, imho, first because at a certain level all corporations or companies are linked together, shareholders or administrative committee members and as they say in Italy dog doesn't eat dog. There is a reason if all banks have the same rates and products and if gasoline has more or less the same price, and it's not really for taxes. Second because they don't leave a cow until it's empty, think about electric cars or hydrogen driven cars, they exist but won't be sold until there is no more oil and gas to sell and they find a way to prevent people to fill their car using normal electricity because this way the state and electric companies can't lucrate on that. Third it would require a kind of genius at the top of the company and this is easier said than done. Fourth this genius should also be ethic and not a monopolist. Forth if you do this the other companies will probably find a way to kill you, at least commercially or popularly.   Many companies exists just to make money and the more they can, whatever they say, and this is usually certain when there are shares involved, not so for some privately owned business but in this case the sharks witll try to hunt you down. They protect their business whatever the cost, think about Fukushima, and if something wrong happens they usually have enough money to cover everything.   Did I go out of topic? :)

DannyBrown
DannyBrown

 @HowieSPM  @margieclayman Howie, you are a strange little alien...

DannyBrown
DannyBrown

 @Sonia (Sunnnee) Well thank you kindly on both fronts, miss, sincerely appreciated! :)