We all do this. We tell our prospective 
clients that they’re making the right choice. The best choice. If they go to a competitor, they won’t be as happy.
But your competitor told your prospective client the same thing when they met last week.
So which one of you is right?
Do you know if you have any advantage over your competition? Do you know your unique selling proposition in the marketplace?
If you survey your existing clients, you’ll get some insight into these questions. You’ll also pick up some new business.
Find out if your services truly are exceptional by asking your clients to comment on the following:
- Did you interview other firms before you chose to become our client?
- Why did you choose our firm over theirs? (These first two questions will give you a sense of how you stand out from the crowd, and why your clients think you’re unique. Use this feedback in your marketing materials to brand yourself better.)
- What do you like best about us? (Whatever their answer, make an extra effort to sustain this experience for them.)
- What can we do better in the future? (Let them know you’ll do your best to provide this if you can.)
- On a scale of 1–10, how likely would you be to refer our firm to a friend or colleague? (If they respond with a 9 or 10, it’s time to ask them for a referral and bring in some new business.)
If these questions are too intimidating to ask in person, use online survey tools like surveymonkey.com. But regardless of the forum, a quick survey can speak volumes about your services and reveal exciting new opportunities. And best of all, they give you the data you need to prove your competitor wrong.
