When I ask people what differentiates them from the competition, I hear this a lot.
How can it be a differentiator when EVERYONE says it?
And no, it doesn’t matter if “Well, it’s true when I say it!”
It’s like my mom telling folks how sweet the sweet corn is. It is, for real. But no one says “come buy our sweet corn. It’s kind of bland this year.”
But the people you’re talking to don’t have anything to base your claim against.
And while $5 for a dozen ears of corn isn’t a big risk for people to take to taste it for themselves, people may be taking a much bigger risk to try your service out.
Where’s your proof?
What do you mean by that?
Are you sure “great” customer service in your eyes isn’t just meeting normal expectations in your prospective client’s?
For subjective differentiators like the quality of service, there’s not really a lot of objective proof that can be offered.
Your best shot is anecdotal evidence.
Tell a client success story.
Or several.
Or better yet, have them tell it.
When people can see other people, they can relate to validating your claim in a believable way, that’s a witness.
That’s proof.
Nobody believes you have great customer service. Why would they?
