To be successful, your customers and prospective customers have to know (and be constantly reminded of) how your business is different from other businesses in your area that are selling similar products.
Without differentiation consumers will have a hard time remembering your business. I work with a number of wineries and regularly talk to wine consumers about their experiences when they go wine tasting. After consumers have been to six or seven wineries during a day of tasting, they have a hard time recalling all the wineries they went to or what they tasted where. They will, however, remember a winery dog, a beautiful garden, a particularly friendly and helpful staff member or a wine varietal they particularly liked, especially if the wine was made from an unusual grape. These are some of the differences that make a business stand out from the crowd.
I am reminded of one of my favorite quotes from the book, Neuromarketing
“In a sales context, the absence of contrast – especially when a prospect has difficulty understanding the differences between your product and others – will bring the prospect’s decision making ability to a halt.” Neuromarketing
There are many types of differentiation: products, service, price (either high or low), quality, location, are just a few. The important thing is to choose a concept, word or phrase you want consumers to think of when they think of your business. Though if you want the customer to buy it has to be something that differentiates your business from everyone else’s in the mind of these consumers.
If you are interested in delving further into how to differentiate your business in the minds of consumers, I suggest you read, Positioning: The Battle for your Mind, by Al Ries and Jack Trout, which made a great impression on me when I first read it many years ago. I have read it many times since then, and it’s as relevant now (or perhaps even more so) that it was then.
If you have not differentiated your business, now is a good time to begin. Start by asking your managers and staff, what they think makes your business stand out from the crowd, and then ask some of your regular customers what it is that keeps them coming back. That will give you a good start.
A tip of the glass from me to you
E Column
by Elizabeth “E” Slater, In Short Direct Marketing
A recognized expert in the fields of direct marketing and sales in the wine marketplace. Slater has taught more wineries and winery associations how to create and improve the effectiveness of their direct marketing programs and to make the most of each customer’s potential than anyone in the wine industry today.
Follow E on twitter @esavant and facebook.
