Practical Sales Training™ > How To Get Attention > The “Unfair” Advantage
What is it?
The “Unfair Advantage” is all about positioning your offering as something that will not only give an edge over the competition, but something that is deemed to be a “secret” or in some way “unfair”.
Why does it work?
It works because we all want to be ahead of our peers and our competitors. The lure of a “secret” or a magic pill which will give you an edge that others don’t have is exciting and harnesses FOMO.
How can you use it?
Think about your offering and what you do. Notice how the competition serve the marketplace and notice how your results differ from your competitors.
If you get faster, better, easier results for clients than the your competition, then understand how you make this possible (your process of working) and use this as your “unfair” advantage to not only articulate how you do what you do, but to create an information gap too.
We use the C.L.E.A.R methodology to articulate how we work. It’s intriguing and if it underpins all we do then surely it can work for you… right?
Example Scenario: Business Automation Software
A software provider claims:
“Our clients automate 80% of their admin tasks in 14 days or less. Most businesses don’t even know this is possible. We call it the Zero-Drag Method™ – our unfair advantage that turns time-sinks into revenue streams.”
Why this works:
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It positions the result (automating 80% of admin) as exceptional.
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It implies others don’t have access to this method.
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Naming the method (“Zero-Drag Method™”) makes it feel proprietary and exclusive.
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The use of “unfair” implies insider status or access to a “hack” competitors don’t know about.
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