"Why should I do business with you?"

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May 5, 2009 3:13 am
Q:"Why should I do business with you?"  "What makes you different?"
 
A: "???"
 
I don't get this question asked very often, but lately it has been more and more.  Of course, I know that I should have my value proposition down like second nature.  BUT, I haven't and I'll be first to admit that it doesn't come out quickly and naturally as I'd like it to.  In fact, I found my answer has evolved too many times.  I never put a solid answer that's been the same every time. 
 
Though I would like to get a chuckle (and expect one), I'd appreciate sincere responses.  Maybe the more people that share what they usually say, this will help me shape my response so that it will be a consistent answer.
 
Thanks.
May 5, 2009 9:14 am

You're looking for the "right" answer, but it's clear that you don't really know what makes you different.  Therein lies the problem.  When you actually figure out why people should do business with you rather than the guy down the street, you'll have your value proposition.

 
May 5, 2009 9:23 am

"Maybe, you shouldn't. What were you hoping that I could do for you?" 

May 5, 2009 10:38 pm

That's very good, HAAIC.  Very Sandler-like. 

 
Remember folks, not everybody with a pulse and money is a prospect.
May 6, 2009 12:04 pm

HAAIC:


That is a great line. I love it for two reasons. One if shows the prospect that it is your chose to work with them, not their chose to work with you. Second it is a great open end question, the prospect will tell you all the information that you need to close them.



Jack Black

May 8, 2009 9:58 am

Black,

I would disagree. It isn't really our choice since who isn't look to build their book. I agree you need to make sure the prospect is your ideal client, but they are still hiring us as advisors to serve them and they know that.



Always know what makes you and your firm different from the guys downstairs or down the street!

May 8, 2009 11:33 am

a2rep:

I have decide not to work with a prospect before. If I feel that they will be a pain in the @ss I will not take their account.  My book give me enough income that I can and do chose who I work with. Both people have to want to work together to make work well.
Jack Black
May 8, 2009 3:54 pm

?  Seriously, you talk to people for a living?  It's like drinking a gravel milk shake.

May 9, 2009 1:08 am
UNDERMINDED:

? Seriously, you talk to people for a living? It's like drinking a gravel milk shake.

Hahahaha! Isn't that the truth? Hahaha!

May 9, 2009 2:07 pm
a2rep:

Black,

I would disagree. It isn't really our choice since who isn't look to build their book. I agree you need to make sure the prospect is your ideal client, but they are still hiring us as advisors to serve them and they know that.



Always know what makes you and your firm different from the guys downstairs or down the street!




Of course you would disagree. Most small fries would.

May 11, 2009 10:34 am

HAAIC:


So how much did I gross? How large is my book? You do not know sh1t from shinola.
May 11, 2009 10:34 pm
JackBlack:

HAAIC:

So how much did I gross? How large is my book? You do not know sh1t from shinola.




I'm not positive, but I'm pretty sure that the brown stuff on your mom's upper lip is not shinola.