It’s day 3 of my series, How to Sell More T-shirts in 23 days. I added a new category called How to Sell More T-shirts so you can read the whole series when you click on that category from the list on the right hand side of the blog.
Know your competition. Not only should you know who you are competing with, you should know what they sell and how they sell it. Get out your pad and paper and make a list. It always helps to write things down. You can even keep track of pieces of information you gather over time, such as specials you hear your competition is offering, or new services. Your goal shouldn’t be to copy a successful competitor. It’s more about understanding what your competition is doing and seeing how you would compare in the mind of your customer. You can gain a competitive edge with customers by proactively eliminating perceived advantages that the competing company may have. Sure, your competitors might have a slight edge in some areas, but by building your sales presentation to combat those advantages and removing them from the customer’s mind, you can win. Don’t wait until the prospect brings up a competitive advantage that the competition has sold them on and have to answer it. Eliminate the advantage right upfront. A big advantage you have with a vinyl cutter and cad materials is the ability to do short-run, fast turnaround. A small order can be turned in an hour if necessary. Be sure to emphasize this versatility and flexibility when making a presentation. Not sure about whether you should add a vinyl cutter to your business? This handy chart might help you decide.