How To Be A David To The Goliaths

Clare Runham • Oct 09, 2019

Your company provides tremendous value, a personal service and everyone that works with you leaves happy. And yet, despite you knowing you’re the better fit, a prospective client has chosen to opt for a bigger competitor. Frustrating.

It comes down to that old saying “nobody ever got fired for buying IBM.” Buying from big firms with a good reputation is a safe choice, if not always the right one.

The reality is we’re all susceptible to sticking to the status quo. In fact, we actually prefer to do absolutely nothing according to research by Princeton psychologist and Noble Prize winner Daniel Kahneman. Remember those promising prospects you never heard back from? There’s a good chance they’ve not chosen a competitor, they’ve simply done nothing.

It appears we’re a risk adverse bunch - unless there is a compelling, urgent reason to act, the majority prefer the comfort of keeping everything just the way it is.

So what does it take to get someone to make a decision?

Using the fear of losing out

Whether it’s trying to persuade the kids to eat their greens, or convince a prospect to sign on the dotted line, we’re used to selling the upsides. We are brought up believing positivity and incentives are the routes to persuasion. Yet Kahneman’s research showed decision makers were up to 3 times more likely to act in response to a threat of loss than they were to the opportunity of gain.

So actually, what we need to do is convince people that staying the same is unsafe. Rather than just running through the usual features and benefits, you need to show your potential clients the consequences of their current, risk-strewn path and enlighten them on the value of change.

If you face a steep challenge against large competitors, don’t just talk about the advantages of being a small business, warn prospects about the dangers of working with big firms. Will they be responsive? Will they have a direct line to call? Will they make the client feel like number one?

Being cheapest doesn’t win business

Who goes out focusing on buying the cheapest car, the cheapest food, or cheapest clothes?

Research shows that price is only the main consideration in 45% of business purchases. No matter what product or service you provide, price is not the most important factor – it’s value.

Despite this, smaller businesses often charge less, or are too open to negotiation, because they don’t price themselves based on the value they provide. In fact, perhaps counterintuitively, if you price yourself too low you risk being rejected altogether – potential buyers simply won’t believe you can provide the same level of service as your more expensive rivals.

Ultimately, your customers want you to be in business next year so you can continue to support them. Smaller businesses have the advantages of being flexible, personable and quick to react. Get the basics right, and you can charge more.

·Build a strong, empathetic relationship with your clients

·Take an interest in their goals and innovate to help them get better value

·Focus on removing barriers and complications to make interaction easy

·Continuously meet and exceed expectations

·Be proactive to issue management and fix them at source

The art of looking big

A survey by Salesforce shows 59% of B2B buyers would rather stick to online research than speak to a sales person. That means you may not get the opportunity to share why you’re so great as the decision may have already been made without you realising.

This is also a great opportunity for small businesses. The internet is a great leveller, with a well thought out website helping you to look far bigger than you are – the foot in the door to give you a chance of getting that enquiry.

So how do you convert those online researchers?

With a quick Google search, decision makers are able to learn more about you than ever before. You therefore have a limited time to build trust and convince researchers that they should use you – take note of the statistic showing 84% trust online reviews as much as they do a recommendation from a friend.

Continuity is important here, people should be able to build a picture of your business searching online reviews, reading case studies on your website, and reading positive things on your social media accounts. In other words, don’t undermine your fantastic reviews showing on Trustpilot when you have a Facebook page which hasn’t been updated for 2 years – if buyers are risk adverse, you’ve just waved a flag screaming “Hey, we’re so small we don’t even have the resources to update our Facebook, let alone serve our customers!”

Technology has further enabled small businesses to punch above their weight. Your big company feel could be undermined if someone then goes to pick up the phone to hit your voicemail! There are various live chat, call answering and virtual assistant services out there to give a greater perception of size whilst, more importantly, ensuring you also never miss an all-important sales opportunity when your resources are stretched.

In an extremely competitive environment, you can’t afford to have a chink in your armour. If you do, this opens the opportunity for the big, ‘safe’ competitor. Focus on your strengths - and their weaknesses – to become a small business success.

As a former Operations Director now running my own business - Miss MPS in East Malling. As a passionate advocate of small businesses, I launched my company to help take care of the time-sapping administrative tasks that stunt business growth.

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Leave the Office Early Day

02 Jun, 2023

In today's fast-paced and demanding work environment, leaving the office early may seem like a distant dream for many. But fear not, because we hold the secret to achieving this elusive goal: the exceptional powers of a Virtual Assistant (VA)! With our efficiency, resourcefulness, and knack for managing tasks, we can be your ultimate ally in reclaiming your precious time and bidding farewell to the office earlier than ever before. So, sit back, relax, and let's explore how as a VA we can work our magic and help you achieve your much-deserved early departure. 1. Master of Organization: Our organisational skills are akin to those of a superhero. We possess the extraordinary ability to streamline your workload, ensuring maximum efficiency and minimal time wastage. By entrusting us with tasks such as scheduling, calendar management, and email prioritisation, you can rest assured that your day will be optimised to its fullest potential. With our meticulous planning, we will help you stay on top of your responsibilities and complete tasks well ahead of schedule, giving you the freedom to leave the office early with a sense of accomplishment. 2. Defending the Fortress: Picture this: You're about to call it a day when your phone starts ringing incessantly, demanding your attention for urgent matters. Fear not! Your trusty VA has got your back. You could have the ability to hand over all calls, screen emails, and handle enquiries, ensuring that only the most crucial and time-sensitive matters reach your ears. With our impeccable judgment and communication skills, we can efficiently handle routine queries, saving you from being tied down by distractions and allowing you to exit the office in triumph. 3. Supercharging Productivity: A VA is a productivity powerhouse. Armed with an array of digital tools and automation techniques, we can work wonders in enhancing your output. From research and data analysis to social media management and account handling, we can tackle tasks that would otherwise devour your precious time. With our assistance, you can harness the full potential of your working hours, completing assignments swiftly and efficiently. The result? Early departures become your new reality. In the age of Virtual Assistants, leaving the office early has transitioned from a mere aspiration to an achievable reality. By harnessing the organisational prowess, gatekeeping finesse, productivity superpowers, and task delegation mastery of a VA, you can bid farewell to your desk earlier than ever before. So, embrace the modern world of remote assistance, unleash the power of a VA, and enjoy the sweet taste of freedom as you leave the office early, knowing that your productivity has never been higher. It's time to make early departures your new office norm! Call us today on 01732 757 870 and leave the office early next Friday!

Happy Wine Day!

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As a virtual assistant, I've often thought about how my job is a lot like a glass of wine. Yes, you read that right – a glass of wine! I know it sounds a little strange, but bear with me and I'll explain. First of all, both virtual assistants and wine come in many different varieties. Just like there are different types of wine – red, white, rosé, sparkling – there are also different types of virtual assistants. Some are designed for basic tasks like scheduling appointments, while others can handle more complex tasks like managing your entire email inbox and bookkeeping. Secondly, both virtual assistants and wine can help you relax and unwind. After a long day of work, there's nothing like pouring yourself a glass of wine and letting your stress melt away. Similarly, a virtual assistant can take care of all the little tasks that add up and cause stress in your daily life. Need to schedule a meeting? Done. Need to book accommodation for a business trip? Consider it taken care of. As well as this when you buy a bottle of wine from a reputable winery, you know that you're getting a high-quality product that will taste great. Similarly, when you choose a well-known virtual assistant, you can trust that it will perform the tasks you ask of it reliably and accurately. Finally, both virtual assistants and wine can be a little unpredictable. You never know exactly what you're going to get – sometimes the wine might be too sweet, or the virtual assistant might make a bigger difference to your life than you had imagined. But just like you grow to love the unique qualities of different types of wine, you will also grow to love everything about your virtual assistant. So there you have it – virtual assistants and wine may seem like an unlikely pairing, but they actually have more in common than you might think! Whether you prefer a glass of red or a virtual assistant that can handle all your scheduling needs, both can help make your life a little easier (and maybe a little more fun). Why not give us a call and start to de-stress your life today?

Its Virtual Assistants Day - So why use a Virtual Assistant?

19 May, 2023

Virtual assistants have become increasingly popular in recent years as more businesses and individuals are realizing the benefits of having a remote assistant. However, there are still some common misconceptions about virtual assistants that prevent people from hiring them. In this blog, we’ll explore these misconceptions and explain why you should consider hiring a virtual assistant for your business or personal needs. Misconception 1: Virtual assistants are too expensive. One of the most common misconceptions about virtual assistants is that they are too expensive. While it’s true that hiring a full-time virtual assistant can be costly, there are plenty of options for those on a budget. For example, you can hire a virtual assistant on a part-time basis or for a specific project. Additionally, virtual assistants are often more affordable than hiring an in-person assistant because you don’t have to worry about providing them with office space, equipment, sick and holiday pay. Misconception 2: Virtual assistants are not reliable. Another common misconception about virtual assistants is that they are not reliable. Some people worry that because they are not working in the same office as their assistant, they won’t be able to monitor their work. However, virtual assistants are just as reliable as in-person assistants. In fact, many virtual assistants have a strong work ethic and are highly motivated because they want to maintain a good reputation with their clients. Misconception 3: Virtual assistants are not skilled. Some people assume that virtual assistants are not skilled because they do everything. However, virtual assistants are often highly skilled professionals who specialize in a variety of areas. For example, you can hire a virtual assistant who is a social media expert, a copywriter, or a graphic designer. You can also find virtual assistants who specialize in more administrative tasks like scheduling, email management, and bookkeeping. Misconception 4: Virtual assistants are not able to communicate effectively. One of the biggest concerns people have when hiring a virtual assistant is that they won’t be able to communicate effectively. However, virtual assistants are often excellent communicators who can adapt to their client’s communication preferences. Many virtual assistants use tools like email, chat, video conferencing, CRM systems and project management software to stay in touch with their clients. Misconception 5: Virtual assistants are only for businesses. While virtual assistants are often hired by businesses, they can also be a great asset for individuals. For example, if you’re a busy professional who needs help managing your personal life, a virtual assistant can help with tasks like scheduling appointments, booking travel, and managing your inbox. Virtual assistants can also help with personal projects like planning a party or researching a vacation destination. So why you should hire a virtual assistant? Now that we’ve debunked some of the common misconceptions about virtual assistants, let’s talk about why you should consider hiring one. Here are some of the benefits of working with a virtual assistant: • Increased productivity: By outsourcing tasks to a virtual assistant, you can focus on the tasks that are most important to you. • Cost savings: As we mentioned earlier, virtual assistants are often more affordable than in-person assistants. • Flexibility: Virtual assistants can work on a part-time basis or for a specific project, which gives you more flexibility. • Access to specialised skills: Virtual assistants often have specialised skills that can help you to complete tasks more effectively. • Improved work-life balance: By delegating tasks to a virtual assistant, you can improve your work-life balance. Virtual assistants are skilled professionals who can help you increase productivity, save money, and improve your work-life balance. What are you waiting for, get in touch today to find out how we can help you with your business or personal needs.