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Sometimes you are not
the right fit
- Once again, we are not always successful in winning new business;
sometimes our competitors have the upper hand in meeting the needs of the
prospect. It is important that you lose graciously in this type of
situation. I also recommend that you ask some basic questions when you are
not successful so that you can do a better job next time, some of these
questions include:
·
What strengths did you see in the service provider you chose
that we can work on?
·
What one thing during our process could we have done
differently to hit a homerun with you?
·
Would you be open to us keeping in touch with us in the event
that your needs change in the future?
Constantly evolve
- The technology landscape is a constantly changing and evolving landscape,
new solutions and ways of doing business are presented every day. Our
offerings to the markets we serve must also evolve to meet this changing
landscape. The competitor today may not be the competitor tomorrow, the old
here today, gone tomorrow. Small Business IT Professionals need to
consistently evolve in the services that we provide to our clients and
potential clients. Staying true to the old mindset of "we have always done
it this way" has sunk more small business specialists in a competitive
situation over evolving a finding out what competitive advantage you have
over the other firms.
The grass is not greener
on the other side
- The grass may not always be greener at the competitor's office as well.
This is why keeping the lines of communication open with your competitors
may present opportunities to engage in merger or acquisition activities in
the future. With the shrinking available talent pool, many of your
competitors are in the same boat as you are with finding resources in your
community. They may just welcome the opportunity to work closer together.
Congratulate your
competitor
- I have always found it to be a classy move to ensure that you congratulate
your competitor when they win in a competitive situation against you. This
is one way that you can start to develop a wonderful relationship with
others in the marketplace.
Join your local User
Group - Get
out and network in your community, you local user group or professional
organization is a great place to meet the leaders in your community. Many of
the leading technology partners will be involved in their local user group
and they are looking at partnering, learning, and sharing information and
opportunities with others in the community. This is where you learn who is
who in your local area. Also, you may also find out that golden nugget that
will provide you with that competitive advantage that may just win you
additional business.
The technology community is
an exciting world to be involved in; there are many companies in geographies
across the world that are looking at teaming up with you and learning from
the skills that you have to offer. When you approach the competitive
landscape with the mindset of abundance, your firm will gain the respect in
the market, you will have the exposure required with the vendors needed to
get the assistance you are looking for and most importantly learn from what
others are doing and how you can grow your corporation.
Don't sink the level of bad
mouthing the competition in your marketplace, instead, embrace what your
strengths are and focus on what you can offer. You will win the respect of
those you are dealing with, the prospects that you are talking to and become
a winner in the eyes of everyone that you deal with. Winners constantly win
will losers continue to lose and wonder why they lose.
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