Winning against your competitors means understanding what your customers (or clients) value most – more than price – and being able to position your business, products and services to better fulfill those needs than your competition. Competitive advantage is usually a combination of effective differentiation and cost/efficiency advantages. We help you to improve both.
Many businesses have become commoditized because they are selling to buyers who cannot differentiate between products or services offered by different providers. So in the absence of differentiation, purchasing decisions in such cases generally fall down to price – why pay more for the exact same thing?
Working with Mayfair Ranch, we help you to understand how to identify the drivers of value for your clients (which may vary from buyer to buyer, so knowing how to find the value is critical, as it will not be “one size fits all”) and how to position and price your products or services and articulate your proposition in a way that will maximize the perception of value in the mind of the buyer.