Area Of Expertise

Watching the Super Bowl, something struck me: each team had a play that was automatic. No question. It worked. Eagles offense converted fourth and one on demand. Chiefs picked up 10+ yards with a quick inside pass on 3rd and 10. There were established, go-to plays and they worked every time.

My team thinks they are a year or two away/ a player or two away from being Super Bowl contenders. They are not, and this is from a die-hard fan. The only automatic we have is a field goal or a two-yard run up the middle on first down. Safe plays, but not game changers.

So what does this have to do with your business? Do you have a go-to product or service that you are known for and can rely upon when the chips are down? What differentiates your business? What do your competitors fear about your business? What do you have in your playbook to be a champion?

I worked extensively in professional services throughout my career, but also sold commodities/products. What differentiated my company was that I was able to see the outcome needed to address the client's problem and come up with a creative solution. For surplus properties, I could read the market. For management consulting, I saw the root cause. For marketing, I saw the messaging. For licensing, I saw how the deal structure would be beneficial to both parties. So the go-to play was the outcome. I made sure that it was not forced, but instead specific to the challenge for that client and project. The go-to play was developed because I balanced my creativity with my analytical expertise and was able to roll up my experience to develop the solution. Repeat and long-term clients made me a champion.

How do you figure out your go-to play? Think about your business and what keeps it going . It could be very simple, but is automatic. Now, what takes it to the champion level? Think about what prospects ask about when qualifying you. What caught their attention? This provides insight about what your competitive market believes is your go-to play. Some areas to explore include:

• What do clients/customers keep asking for?
• When do you get excited about what you are doing?
• What can you do with your eyes closed that yields big results?
• What do you promote as your differentiator?

This takes time to think, refine, and think again. But once you figure this out, you build sustainability and strength in your business. Knowing that there is a play you can pull out and have a reliable win gives comfort, builds stability, and increases market visibility. Be a champion!

Are you stuck in three-and-out decision-making? Are you stuck with being happy with a field goal? Lets talk and add some automatic success into your business. [email protected] or https://www.calendly.com/libby-coaching for a complementary consultation. Break!