Why Should I Buy From You?
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Transcript of Why Should I Buy From You?
Segura & Associates
Why Should I Buy From You????
Segura & Associates
“ Why Should I Buy From You?”
Segura & Associates
“ Why Should I Buy From You?”
USP
“Unique Selling Proposition”
Segura & Associates
“Unique Selling Proposition”
Often called an elevator pitch!
Segura & Associates
Here is an example of a typical USP:
"Segura & Associates brings over 40 years of experience in all segments of the Cleaning Industry. We offer one of the broadest ranges of programs available in the Cleaning Industry. Our size and flexibility allows us to customize or tailor these programs to meet our client's specific needs.
CONTRAST COMPANY WITH COMPETITORS
“ USP should be a statement that you can support, and must promise only what you can deliver or fulfill “
Segura & Associates
“ Why Should I Buy From You?”
Concise and memorable phrase that answers your prospect's always-implicit question
"Why should I do business with you and not somebody else?"
Segura & Associates
Helping You Identify Your USP Unique Selling Proposition
What is unique about your business versus your direct competitors?
Which of these factors are most important to your prospects?
Which of these factors are most difficult for your competitors to imitate?
Which of these factors can be most easily understood by your prospects?
Segura & Associates
Create a Message
Create a memorable message out of these unique, meaningful qualities about your business or brand.
And make sure it's a message that speaks to the need your prospective customer feels, not some self-centered stuff about you
Segura & Associates
Differentiation
To differentiate is to stand out in a crowd. It is to be different in way that distinguishes
you and separates you from everyone else.
Segura & Associates
HOW ARE YOU DIFFERENT?
How do I differentiate my service? What does my company brand stand for?How do I differentiate myself as a
salesperson?
Segura & Associates
HOW ARE YOU DIFFERENT?
What are the differences that make motivate prospects to choose me over the
How do I ensure my prospects and clients feel the differences that distinguish me and from my competitors?
What else could I develop that would create greater differentiation?