GIVE OR TAKE?

One Way to Gain a Competitive Edge

Are you a giver or a taker?

That’s a question not usually asked when you are starting out in business or as a freelancer. In my opinion it is a fundamental question that should be asked. Why do I say that? Well, I believe that whilst you can make it in business whether you are a giver or a taker, customer referrals and business growth come faster and easier to people who are givers. It can also give you a great competitive edge.

This is especially true when you are the personal ‘face’ of your business. Most people want to do business with people they like, feel they can trust and who give of themselves and their business.

By this I do not mean that you go overboard, after all you are in business to earn an income and hopefully employ others. You can’t do this if you give too much away. There is a balance to be made. 

This can be done in a number of ways:

·         Giving that extra service in time rather than money

·         Offering something for free e.g. an initial consultation

·         Offer a sample product sample

·         Free downloads, e-books, screen savers, games etc.

·         A diagnostic survey which includes one piece of work free that the diagnosis identified was
          needed

·         Do a project as a loss leader to gain potential referrals from a happy customer

In my Management Training and Coaching Business I always give my time for free. Many of my competitors charge for meetings, course development and preparation time but I offer these services free. This, plus a fixed daily fee rate that means I never charge extra for additional work on the same contract gains me a great competitive edge.

It is sometimes all too easy to give away promotional products. Whilst people often like this they appreciate far more the things you give that are unexpected.

*  So think ‘outside the box’ about what you could give

*  Check out your competitors and what they give

*  Find something unique or special that will be memorable for the
   customer

So what are your Give Aways?