Why Does a Customer Choose You Instead of Your Competitor?

There is obviously not one answer that fits all here. But there are three possible answers that should be at the top of your list. The first, and perhaps the most significant reason, is value discrimination … a better product/service for essentially the same price. Know the key end results that your customers are looking for and use these as your guide to define values that can discriminate your business.

A second important reason is the strength of relationship between the customer and your staff. A business is about its employees and customers. Social and social engagement is a big part of the equation.

This strength of relationship relates heavily to the third reason for a customer’s selection … trust and confidence. The stronger the relationship, the more trust and confidence the customer has for the business and the belief that the business will deliver on its promises.

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Price is often a factor, but if a business can win the battle with value discrimination, with a strong customer trust/relationship, then often a customer eliminates cost as a major factor and may even may a premium price for the product and/or service.

So, if you were wondering where to put your marketing time and energy, focus on defining your winning value proposition, delivering on your promises, and establishing strong social relationships with your customers.

Mike Schoultz is a digital marketing and customer service expert. With 48 years of business experience, he consults on and writes about topics to help improve the performance of small business. Find him on G+, Facebook, Twitter, Digital Spark Marketing, Pinterest, and LinkedIn.