Four Customer Focused Ways to Beat Big Business
You’ll often hear business advisers tell small and medium sized enterprises (SMEs) not to bother tackling their larger competitors. The big boys and girls have so much reach, so much advertising power, and so much capital that fighting them is like going after a Sherman tank with a pea shooter.
I’m here to tell you they’re wrong. Small business can stand in direct competition with big ones and come out on top. They’re more flexible, they’re hungrier, and they’re more likely to achieve consumer goodwill. Have a look at these four simple suggestions for cracking open the target market of your dreams.
Play to your audience
Consumers don’t like big business for the same reasons you don’t like big business. There’s a reason “faceless corporations” got that name. A large company has no soul, no personality. Find yours, and sell it with everything you have.
Your personality is the thing that sets you apart from the supermarket, or the global brand. Give your customers the one to one service they can’t get anywhere else. Respond individually to emails. Make it easy to talk to a real person on the phone, or in your store. In a world where even the simplest phone call to a bank means navigating dozens of automated menus, the personal touch is a selling point that really works.
Price yourself into the market
Don’t fall into the trap of thinking that small business = higher prices. You don’t have the overheads your corporate competitors do. Cut your prices to beat them and you’ll get more sales. This is the number one rule of supply. Price matters. If a consumer can find your product, or a comparable one, somewhere else for less, that’s the one he or she will buy. Offer a price promise. Refund the difference between your own products and those your consumers find cheaper elsewhere.
Become community minded
What’s the point of being a small business if you don’t make your presence felt in the neighbourhood? When small is your selling point, it’s important to get out and about, to get noticed, and to make friends with the consumers you are courting. Sponsor local events. Develop a brand culture that emphasises the accessibility and local nature of your products and services.
One of the key things that consumers identify as being wrong with big business is their reliability. How many times have you heard a friend complain about a product guarantee that didn’t do what it promised, or an item that failed as soon as it came out of warranty? Just by making and keeping simple promises, you can outline a real difference between your business and the larger competitor. Deliveries are an excellent example. Keep yours reliable by insuring them (Coversure Midlands Ltd has an appropriate product) and you’ll retain positive consumer expectations.