Relevant Differentiators Between Contractor Choices?

Ed the Roofer

From "Harvard Business Review" an excerpt;

"When products are listed side by side with other companies’ offerings, the competitive differentiators simply may not show up (the aggregator may display the prices but not, for example, customers’ satisfaction with product support). Eventually, aggregated data will become far richer, because the aggregators will respond to competition by offering all the relevant differentiators."

This is a very good reason to utilize a "Contractor Comparison Grading Form".

I just wish I could get mine condensed to a useable format. I strive for too much minutia and micro-details.

If done properly, for the right consumer, it is very relevant, but otherwise just another piece of junk for the waste bin.

I actually think I need 2 or 3 different versions, depending on the customer profile and thier attentativeness to exceptional details or not.

How to determine the "Relevant Differentiators", becomes the question?

Ask the customer? Are buyers truly liars, as the old cliche' goes?

How do you guys determine what the prospect needs to know to differentiate your product and your service?

Ed

P.S.
Here’s the entire article: To read it you must click on the "I agree" button and then you can view the entire article.

http://harvardbusinessonline.hbsp.ha...equestid=70408

ron schenker

Funny you mention this Ed. About 3 days ago my differentiator in the truck started making a whining sound when I would let my foot off the gas. Gotta get it checked...thanks for the reminder.

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Chris Johnson

I always tell people upfront that initially I will be the highest bid you will receive and it is true 9 times out of 10, I then go on to explain with my background I will forsee items that are not spelled out or missed and I take them into account (I also detail it on the quote) this way when they are sitting down reviewing bids they understand why I am higher. People actually appreciate that I catch stuff upfront and avoid the dreaded Change Order after getting clarifications from the architect or engineer. average is 3 out of 10 that I go through this with will sign on my experience alone that we will get the job done with minimal customer concerns having to cost more time and money.

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Chris