Know-How Exchange : Strategy

What you're experiencing is the loyalty that accrues from supplying a good service for an acceptable price over a long period of time.

What reason are you giving them to switch? The service is "just as good". But not significantly better?

And it's not significantly cheaper.

So why should they change?

You need to find some way to be different, not the same as your competitor. Can you bundle this service with something else the client might want?

Can you give more detail about the service so we might be able to suggest specific ways to differentiate yours from that of the competitor?

Hope that helps

ChrisB

Rohn,

I think you hurried a bit too much with closing the question.
If, as Chris said, you come up with some extra info you're supposed to get relevant feedback which might cast new light on your problem.
Just do it.

Adam

Rohan

I'm sure Adam is right.

Come back with some extra info and let's see what we can do.

I've subscribed to this question, so if you answer, I'll get a message to let me know.

Chris

Another thing you might do is a product comparison matrix showing point for point how you match up. This is probably more helpful for future sales.

As part of identifying differentiating factors, look at customer service. This is a good place to begin this process. If you find out during the development of your comparison matrix that there are issues with your competitors support this is where you may want to focus your efforts and make sure yours is better. Do this for any key area where your target customers have critical needs or where there is a strategic opportunity.

Again this may be longer term but its part of the market penetration process.

Im sorry about closing the question, mainly due to my faux pas and a tech related problem I ended up closing the question. Which is why I had posted it again as soon as my computer had restarted (though I could not award as many points to the new one). Well I do appreciate your thoughts and comments and would definitely like more feedback/ideas you'll may have. (Only realising the potential of this website now). The question is still open at this link incase you would like to provide further answers. I honestly would greatly appreciate it..
https://www.marketingprofs.com/ea/qst_question.asp?qstID=19045


To Chris first: well we do have competitive differentiators with testimonials and a versus chart. In this B2B case, we have thought of as many enhancements and have outdone our competitors on that front, be it making it user friendly providing value added initiatives as part of our "Lets grow together" thought.. We have handled this the exactly what the target audience requires.

A little more information on our service. It is an online knowledgebase, which anyone can access from anywhere in the world. The target audience though is not too tech savvy, but they also require constant updates on new products being added to this database (which is why we could offer it in the form of a CD/book but it will continue to be irrelevant after a day or two...more so we are more afraid of piracy if given in other two formats)...The reason for stating this is the premise to why prospects say they are satisfied using the competitors service...