How do I make my small business standout against much larger competitors?
I know there is a serious market for my business, but I don't know how to attract bigger companies to use my services for their employees? I do not have the financial means to compete with the big relocators, but do a much better job.
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Aug 13, 2014
"My business is a relocation agency, we deliver a very custom made service for our clients and we have a very high service level. We make sure that our clients will not experience any unpleasant suprises and every clients gets personal attention every step of the way. My goal is not to become a big business, but I want my business to be of absolute good quality."
Marlies - listen to yourself! Your ADVANTAGE is what you perceive as your DISADVANTAGE. Your advantage is your size, your personal attention. Flaunt it! Make it your #1 selling point. Make it clear that due to your size you only handle X number of customers at any given time and new customers can apply to join your "waiting list". That's how I'd go if I was you. The general direction at least! Good luck!
Jul 23, 2014
Work with a company that can help you obtain the right marketing tools to drive traffic to your desired location. It is not hard to have great looking brochures, direct mail pieces, email blast to a targeted market and a nice website. You can have an image of a much larger company. If you're interested, send me a message and we could talk.
Jul 3, 2014
Hello Marlies,
Lots of great advice. No matter what you choose to do. If you have not watched the "Start with Why" video at the link below by Simon Sinek, you should take time to check it out. He talks about what he calls the "Golden Circle." He says, "People that believe what you believe are more likely to buy "why" you do what you do long before they will buy "what" you do. He also has a book by the same title that I just finished too. It was great.
http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action
Jun 28, 2014
From my personal experience, the key to this is to focus on a particular area that really resonates and fascinates you and become an expert in that area. Write about it, blog about it, speak about it. Your much larger competitors will never be able to touch your specific expertise and before you know it your small business will standout against much larger competitors. And that is how I did it too....
Jun 26, 2014
Differentiation can be a difficult process. The best way to start is to take a step back and ask yourself, "Would I actually by this product as opposed buying Brand X?"
In other words, what is it about your company that makes it unique?
You say that you do a much better job than "the big relocators". How? Why? Are these differentiators expressed in your marketing materials - your logo, your website, your business cards, etc?
Also, consider joining your local chambers of commerce. Through the chambers you will meet hundreds of potential customers.
Jun 24, 2014
I'm going to be echoing what others have already said, although I didn't read all of them, but in general, focus on your Unique Selling Opposition - what is it that makes you different and be sure that is very clear message in your marketing. The text on the website is really difficult to read and if you are going to stay with WIX, I would recommend you at least upgrade to a paid version so you remove the "Wix advertising for FREE" on your site. That to me doesn't say you can compete with big re-locators or large competitors. Also, I would blog, get testimonials, write press releases, utilize your social media (I didn't see those icons on your website currently), and start building your opt-in list and communicating/networking with your IDEAL target audience right away. Blog and building a lead list with auto-responders aren't easily added to WIX templates. We have done it, but I never recommend using WIX for the reason Dave pointed out, the SEO value is poor at best and you are very limited by the fact it is a template.
Jun 24, 2014
Hi
With out know the nature of business its difficult comment , how ever every business comes with its own set of challenge . Since you are confident of your business model , I would suggest you to first start a pilot project to understand the challenges which can not be replicated . Then you can take it up further . E.g in many business supply chain / delivery is game changer , you can see how these can be handled at ease and what are your strength against the bigger company .
Regards
Jun 22, 2014
You have to define your nitch. Sit down an define why you are better. Faster, better customer service, attention to detail. cost less, higher quality (define quality). Solicit feedback from customers. Have them provide recommendations on LinkedIn and other social media. Promote what you do that will help customers given your agility, flexibility and nimbleness, expertise etc. In what ways are you better?
Once you define that, market it so others can learn about you.
Jun 20, 2014
Hi Marlies.
55 answers to date, that's a great response.
I have read through a lot of them some are to long for me to read. so I will keep mine brief.
1) Change your web design.
2) Use positive images. Much more professional. (not a run down shack, I trust that is not your house.)
3) Like Dave Worrall said. Highlight your links.
4) Say more with less.
5) use the web for what you want the people to do.
6) have a call to action. on the landing page.
7) Do not give out all the information. Have them contact you for it. (no fees please)
8) Don't talk about your self. Tell then what they can expect from your service.
9) Answer the prospects # 1 question. "What's in it for me"
10. You have a great statement in your profile. " Being able to make your visions become reality and really see your ideas work is a great experience. Making a difference in really helping people is to me, what is my job about. And I aim to be the best at that!" Why have you not used it. or highlighted it on the landing page. I mean what else do you have to say.
I hope this helps.
George.
Jun 19, 2014
Hi Marlies,
Your question is not an uncommon one amongst those of us who have small businesses and are trying to stand out against larger competitors. I believe that your strategy for standing out can be done in a couple of ways:
1. Distinguish how what you offer is better then your competitors. If you offer better customer service let them know that. If you can be more timely then let them know that. If you offer a better price let them know that as well. You should state to your potential client these differences in your pitch or proposal
2. References: any references that you may have of former clients or current clients showing the results that they are looking for.
3. Exceed their expectations. Know what they need before they ask you. Have the answer to their questions before they ask it.
If you can start with these three strategies I believe that you will be able to get the clients that you are going after. Good Luck!!! Go Get It!!!
Jun 19, 2014
Thew best way to stand out as a start up/SME is to establish credibility in the market in the following manner
Product quality
Service delivery
Ethical orientation
Value proposition
Jun 19, 2014
Call out the qualities that distinguish you from other businesses.
This sounds like B2B marketing and networking at business groups, alumni functions, etc. is critical.
Use hashtags in your marketing so your visuals come up in searches.
Jun 19, 2014
Exposure and networking.
Find persons who already network a lot. What is it you offer?
I would like to know more.
Bryan Lee blee
Jun 19, 2014
You know Marlies, I also had difficulty with your site. Wix wouldn't even let me in! They kept promoting use of their product. Why don't you check out some other options. I've got a Google Site that was so easy to develop.
You have an amazing concept and seem to do a great job that no one else are able to offer. Maybe revisit your web host and design. Definitely have samples of your work or testimonials from happy customers.
Don't forget to add social media sites, so that you can network with those who need an appreciate your service. There are many free tools here on the Internet to help you look more professional.
Get that list of potential companies that need your service and contact them directly. It's much like sales, in that you have to talk to many people before you get that YES!
The satisfied customers will drive more business to your door.
Jun 19, 2014
It starts with knowing your unique value proposition. What is it that you do better than anyone else? Can you articulate it? Can you prove it?
Who cares (what target audience) about what you do well? Just because you are good at it not every prospect will value it.
Smaller companies can be quicker, more nimble, personalized service vs. larger competitors with more resources.
Jun 19, 2014
Marlies,
Great question! One big advantage a small business has against larger competitors is that they'll naturally build a closer relationship with their customers. You can leverage that by positioning yourself as a trusted resource for helpful and informative information your customers value.
Email marketing can be a great, affordable way to "brand" your business using educational content.
Good news - this doesn't have to be hard or expensive. Here's a video that explains the basic concept - http://www.salesnexus.com/blog/sales-ready-starter-kit-video-series
Jun 19, 2014
You need to explain more about your business so that i can give you a non general answer. Yet find your unique business proposition. You can do allot of business development over Linkedin
Jun 19, 2014
that a great one from you. all you need is instinct, thinking big attitude and self-esteem. believe in your self and products. define your course and know your market. start small but think big. go after the big companies, there is no sin in trying. from that perfection comes. the more you try the more you get expert. we could solve this at a convenient time.
Walter
Jun 18, 2014
From business strategy perspective you need to diversify the products you are offering and to find the appropriate niche.
Furthermore, there are two main factors that make you differ from your bigger competitors. The firs one is your flexibility and the second is your response time to a change. As a small player you could take smaller tasks, offer custom solutions, be relatively independent from price fluctuations of the capital and so on. The response time is crucial when it comes to reactions. Bigger companies have a longer subordination chain of decision making, whereas you, as a small player have much flatter decision making structure.
Finally, as a small player with fewer personnel and overheads you have much lower expenses . Therefore your costs are lower and you can offer lower price to your clients compared to your competitors.
Great advice - thanks for sharing!