Finding Success as the Economy Emerges - 3 things to improve results!

Moving through the business community, there is a renewed energy. Things are happening. Good businesses are getting busy again. Slowly but surely companies are hiring. Bit by tiny bit, businesses around the state are beginning to shrug off the mantle of recession.

So here’s the burning question: Is your business poised to succeed as the economy shows improvement?

There are lots of statistics about who succeeds in the aftermath of a recession. Oddly enough, it’s not necessarily the oldest company or the industry leader. If they are well managed and don’t succumb to recession-based fears, they are likely to survive and continue in their prior position. True success, however, often is the reward of start-ups that pick the recession as the time to open their doors.

How can you make sure that your company will be one of the recession success stories? Position, Position, Position.

It’s time to hear the message that your target market has changed the way they make their purchase decisions. If you want to make the most of the economic rebound (such as it is), you better be ready. What should you do?

• Define your USP.

What makes you different? What is your Unique Selling Proposition? If you can’t explain why someone should buy from you rather than a competitor in two sentences or less, it’s time to figure that out. Just remember, while you’re sorting it out, your competition may be sneaking off with your success!

• Focus on the value you provide.

This is no longer a “low-price wins” market. Your target audience wants value. They want to buy from the expert in the field. Your expertise and ability to design a solution is more important than ever before. If you’re not sure what this means, take a look at the subtle changes (or not so subtle) changes in Walmart’s tag line and recent ad campaigns.

• Stop selling!

Today’s prospect doesn’t want to hear a sales pitch. They want you to listen. They want you to design solutions to their problems. It doesn’t matter if you sell birdseed or bookkeeping. They are in front of you because they have a need. It’s your job to determine that need and fill it.

This isn’t the only place you’ll read this type of strategic re-positioning. Many business coaches, entrepreneurial advisors and economic experts have been expressing these sentiments for months. Yet, for some reason, it isn’t registering. Many businesses are sticking with the tried and true, the old methodologies and the so-called safe sales techniques they’ve always used. If they continue down this path, they could be part of the shakeout in the new economy. Get ready to see some of those businesses fail as their customers and prospects are lured by the competition’s new value messaging. It’s an interesting time to be in business. It’s going to become really interesting in the coming months. So what are you waiting for? 

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