Why would a customer/client choose you?
Once you’ve identified what your dream client looks like, next consider why they’d choose you as their partner over your competitors. You need to evaluate the competition, understand what they’re offering and work on what will make you stand out. Is it proven results, digital capabilities, the ability to work in their office or simply having a senior team available at their beck and call? Understanding what these clients value is an important part of the new business process. Just as listening is, when you get the chance to speak to the right contact.