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Was du mitnimmst
- Als kleiner Anbieter sollte man den Vergleich weg vom Unternehmen hin zur einzelnen Ansprechperson lenken.
- Zeig dem Kunden, dass du als Inhaber mehr Einsatz und Motivation hast als ein austauschbarer Angestellter.
- Ein Vergleich zwischen Firmen funktioniert nur im Vagen, im Konkreten gewinnt persönlicher Einsatz.
Volltranskript
Das Transkript ist das englische Original mit Timecodes. Die deutsche Zusammenfassung steht oben. Sprecher werden automatisch zugeordnet.
0:00I have an event company and has only been established for two months, but our competitors have been here 15 years. How do I get clients to trust me since they're comparing us to our competitors? You're going to have to Okay, so I will give you the classic um small dog frame. All right, so if you were to enter the gym space, you would have to compete against gym watch. And as a reminder, when I entered the gym space, I was the small dog, not the 800 lb gorilla. Dude, we were the small ones.
0:30>> The small the teeniest of dogs. The itty bit itty bit. >> Everyone compared us to everybody else. It was like every call I got on it was like, "Well, what about this person?" >> Yeah. >> Every time. >> So, you have to you have comparison only works in the vague, not in the specific. Meaning, they're comparing your company to their company. you need to reframe the comparison as comparing you to employee number 86 at that events company. So it's like listen here like you want to you want to lean into it. You want to be like listen they've been here longer they've got they've got way more you know track record and experience. I was like but you're just going to be a number to them and if there's a problem you're going to go to account rep number six and you're like and they're not really going to care. And so it's not is my company better than their company. The question you have to ask yourself is whether I'm better and more motivated to help you have an amazing event and experience as a new business owner who will do everything to succeed compared to their hourly or salaried employee who clocks in and clocks out and doesn't care.
1:32That's who you need to compare against. And if that's the bet, I'll win 10 times out of 10. That's the reframe when you're starting out. All right.