In more detail, how does the WCSBO beat the competition? The white-collar small business owner:
Contacts and prospects when competitors will not.
Is friendlier when the competition is not friendly at all.
Smiles when in public places when the competition does not smile in public places.
Introduces himself or herself in public places when the competition does not want to be noticed.
Converts strangers into new friends when the competition avoids people.
Gives out his/her business card and asks for the new friend’s contact info when the competition does not.
Has a professional prospect interview approach at the appointment when the competition stumbles and looks disorganized.
Started the relationship when he or she first made contact with the prospect when the competition is starting the relationship cold, meeting the prospect for the first time.
Does not product pitch when the competition makes product pitching a priority.
Does not necessarily need to ask for the business because the prospect is more than willing to become a new client…but the competition has beg for the business and may not add the prospect as a new client.
Is showered with referrals from the now, new client when the competition not only did not add the new client…the prospect who said No has no intention of referral friends, family or colleagues to the competition.
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