It’s easy to race to the bottom. You discount your rate, cut corners, and become a commodity. As New York Times Bestselling Author Seth Godin says, “…the problem with the race to the bottom is that you might win. You might make a few more bucks for now, but not for long and not with pride.”
The race to the top does make a lot more sense. And, it requires effort, insight, innovation, alignment, consistency, and sustainability.
It also takes distinguishing yourself in the marketplace. Several years ago a real estate broker that I mentored felt that she was over delivering to her clients. It turns out she was providing a number of value-added services to one of her customers.
I asked her (1) if her client wants the extra service; and (2) if she invoices them for those added services. She thought for a moment and realized that she was providing the value-added services without extra charges. She also realized that this particular customer may not have even wanted the added services. After this conversation, she started listening to her preferred customer base on what they really wanted.
It didn’t take her long for her to figure out that she offers a distinct value-added service that no other realtor offers. She has several levels of services and her customers could choose how they wanted to work with her.
The conversation then switched from a “race to the bottom” discussion, to distinct ways she could work with the customer based on what they needed. It became a conversation where everyone wins.
I invite you to look at what you’re offering that distinguishes your products and services and that your clients want. What you find will put you in a position to transform your conversations and the value you provide.
If you’re inspired to innovate and align what distinguishes you in the market place, I invite you to Create Your Signature Program on March 28-29, 2019. Create Your Signature Program a practicum to build your value-added Signature Asset that gives your company distinction in the marketplace. MORE
ABOUT LISA MININNI
With her best-selling book, the launch of a new app and business mentoring, co-working and conference center, Lisa is considered by many to be one of the most innovative mentors on human hardwiring, creating Cultures of Distinction, and building high-performance teams. More at ExcellerateAssociates.com