Tip 127 – Do you regularly use statements similar to these in your bids and proposals? - Shipley Asia Pacific

• We are a leader in our field
• The thing that makes us different is our people
• We are uniquely placed to fulfil your needs
• We believe we are the best people to help you

The problem with this approach is:

• It’s all about the seller, when the focus should be on the buyer
• Competitors are likely to make similar claims, so every supplier sounds similar in the eyes of the buyer

The key points to reflect on from here are:

• Focus your narrative on your customer and their needs.
• It’s about selling value as seen from their perspective.
• Focus on your discriminators. These are differentiators you have over your competitors based on issues that your customers actually care about.
• If you make a performance claim back it up with some independent proof, such as a customer testimonial or quote