Anybody Can Do What You Do, But Only You Can Be Who You Are

by Ryon Harms on July 1, 2010

Most executives that are honest with themselves know that the services they offer are virtually identical to those offered by competitors. Don’t believe me? Take a blank piece of paper and draw a line down the center. On the left side write the top five selling points you use to convince prospects to choose your firm over another.

Now for a bit of good news, bad news. First the bad news, you’ve just been fired by your firm. Bummer. The good news is that you’ve been hired by their biggest competitor. With your new employer in mind, now write the top five selling points you’d use on the same prospect. For all intensive purposes, the two lists are likely similar enough to be unconvincing to prospects looking to make a decision.

So how to differentiate? The answer is not in the services you provide, but in the people that deliver them. You’ve spent valuable time and resources recruiting, mentoring and immersing your employees in your company culture. Why not amplify that investment by arming them with social tools that allow them to build deeper, more trusting relationships with stakeholders, clients and prospects?

The technology to get there is free and widespread. The missing ingredient is senior leadership with the vision to see beyond the new technology to the well-worn business adage it actually supports – people like to do business with people they know, like and trust.

{ 2 comments… read them below or add one }

Lani Kee July 3, 2010 at 1:47 am

I agree most need to get with the groove and adapt with time, cause it's going to change with us or without us. Thanks for sharing! Lani

PS…come by and visit me anytime and leave me a sweet note and tweet. Mahalo 🙂

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executivemanagementjobs November 30, -0001 at 12:00 am

Interesting post. The cry I hear from clients when hiring senior executives, "we want leaders, not managers". Dexter

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