I was one of a few presenters at a sales forum in New York last week and was able to speak upon the benefits of email marketing and how to fit it into the sales cycle. Something that struck me as odd is what the moderator brought to light with a simple question. He asked the attendees what their distinct advantage over their competition was. (Mind you much of their competition was in the same room – This was a software sales forum) Time after time I heard “service” – “We have superior service” – “Our clients love our service”. There was only one answer of “We provide a unique custom development opportunity that is unmatched by our competition”

Shouldn’t great service be expected – Not a distinct differentiator?

If your product really sings for your customers, wouldn’t they overlook a blip in service. I’m not saying don’t service your customers, it’s important and worth putting serious effort into, but when you are positioning your company in a competitive marketplace you should wow potential customers with your product excellence and by having the exact solution they were looking for. You can provide all the great service in the world, but if your product needs more servicing than using, you may be missing the point.

About Dan Ogdon

Dan has been with Swiftpage since 2006 and has a passion for delivering solutions to companies that increase the value of their product offerings. Dan is an avid fly fisherman and spends any time he can with his growing family.

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