previously I’ve spoken about being Number One in a market and how that can create a competitive advantage. But, here’s what you can do to create a competitive edge. There are some easy tactical things you can do that will begin to set you apart from the rest. And, if you hadn’t guessed - it’s the little things that count. Here’s a quick checklist to help:

Make the Right Impression
Respond to missed calls quickly
Respond to emails quickly
Talk to your customers about their needs and their business
Supply information when you say you will
Follow up to see if there is anything else you can do
Make sure your communications look professional - including emails
Project Manage Yourself

If you commit to something - deliver
Keep customers informed of changes - no surprises
Provide customers with timelines - and make sure you can deliver
Keep control of the budget - don’t under or overquote for work
Make sure your team buy into the delivery process - and make sure they deliver

Don’t Bad-Mouth Others
Don’t speak out about your competitors - you’re just confirming they’re a threat
Don’t attack your competitors - besides the fact that you could end up working with them
Don’t get emotionally involved if a competitor attacks you - it’s a waste of energy
Keep and Eye on the Opposition

Get to know what your competitors do
Note your competitors’ strengths and weaknesses
Understand your own strengths and weaknesses
Constantly check competitor activity
Keep a record / database of competitor activity
Engage Your Customers

Ask your customers for quotes, references and case studies
Ask your customers to tell others about you and your service
Ask customers if your prospects can call them to get a reference
Ask your customers for referrals
Thank your customers for helping you with this!!
Create a portfolio of all this stuff - and keep it up to date
Keep Informed and Alert

Devour information - keep reading, learning and adding to your knowledge
Watch out for things that could affect your customer’s business - changes, trends, competitor activity
Understand your customer’s market - the more you know the more you can help them
Keep a log of useful information you can use to support communications activity

Inspired by: Sales Guru - Six Ways to Stay Ahead of the Competition - April 2007