Know how the solution you are offering will help them. Understand how you are solving it compared to how other companies are solving it.

If a prospect or customer doesn’t understand how your solution helps them solve their problem, then they won’t buy your product. It really is that simple.

A great way to help your customer understand what you do is to understand all of the possible competitors in your space, what they offer and how your solution is different. We sometimes don’t realize that our customers have a number of choices every day and understanding all of their options can help you reverse engineer how they make a decision.

In this video, we will look at competitors in three ways: as industry competitors, company competitors and payment competitors.