How can a small- or medium-sized agency compete with the big guys? Small business “judo.” While a smaller agency might appear insignificant next to a multibillion-dollar behemoth, there are clear advantages to being smaller, such as speed and agility.
Instead of trying to emulate larger agencies, impress clients with your boutique approach. This way, just as in the martial arts, you can use your larger competitors’ size against them. With the boutique approach, you can convey a responsive, flexible, expertise-oriented image.
Communicate the advantage of your smaller size to prospects with the following statements:
When you work with us, we’ll make you feel like our #1 client.
Everyone who works here is an insurance expert.
We’re much more responsive because of our size—no hassles, bureaucracy or red tape.
You’ll be working with our veteran team; there are no junior people at our firm.
We’re specialists, not generalists.
Make sure you highlight these selling points in your elevator pitches, calls, meetings and proposals and turn your smaller size into an advantage.
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Alan Blume is an author, and as founder and CEO of StartUpSelling Inc., he works with small businesses on lead generation, sales, marketing, website design and branding. For more information, go to www.StartUpSelling.com.