2-14-13 Making a case for your business

Recently I participated in a Board Retreat for the Whidbey Children’s Theater.  As a non-profit organization we are constantly looking for donations to keep us going.  We talked about the need to “Make our case” to build our donor base.

As I was coming home I realized that for-profit businesses, whether offering goods or services, are in the same boat.  In order to get people to buy what you’re selling you need to make your case. 

It’s likely that you have competitors who are selling what you sell or providing the same or a similar service to what you provide.  Your challenge to build your business is to make the case for why your product or service is superior to what someone else is offering.

This is kind of the same theme as my question, “What’s special or unique about your business?”  If you need some help answering the question, ask some of your satisfied customers why they buy from you, or why they buy your product, rather than making another choice.  What makes your business special may be the quality or uniqueness of what you provide and/or it may be the kind of customer service that is part of your business.

Make the case for why someone should buy from you rather than someone else.  And, each time you make a sale, be sure to ask the customer why they bought from you.