3 Things Your Competitors Love To Hear You Say

I was speaking with a prospect about ghostwriting blogs for her clients. When we finally got to the topic of price, she told me her main resource for content had been charging her $15 per post.

After I threw up a little in my mouth, I asked what kind of quality she got for that price, and she said, “Well, it’s just for SEO.”

Translation: The quality of the content really doesn’t matter as long as the keywords are in there, and it’s okay that people find crap when they get to my website.

This is obviously wrong on 528 different levels, but I’ll focus on one – namely, the fact that at least one of this consultant’s competitors, and her client’s competitors, are not living down to those pathetic standards.

In fact, when competitors hear that statement, they’ll probably start doing a jig in celebration of the gift bestowed upon them.

What’s unfortunate about things that put companies at a disadvantage is that, in most cases, they’re easily correctible. Actually, a competitive advantage is often gained not through superior talent, but because someone simply made the decision to be great.

And someone else made the decision to accept mediocrity.

There are dozens to choose from, but here are the three most common things I hear people say that make their competition ecstatic.

1) “It’s Good Enough.”

Please repeat after me: “Good enough” is never good enough.

It doesn’t matter if your product or service is completely unique. If you’re not being exceptional and evolving with your clients’ needs, somebody will come along and offer something better. Ever heard of MySpace? Napster? Kodak? Borders?

Similarly, posting subpar website content or an inferior blog “because it’s good enough and you need to put something up there” is like waving a white flag. By settling for weak content, you’re pretty much banking on your clients and prospects having standards that are lower than yours.

If you want to gain any traction with your content, it has to be great. Every time.

Is that a lot of pressure? Perhaps. Will you feel more pressure if you go out of business? Definitely.

2) “That’s How We’ve Always Done It.”

I remember discussing advertising strategy with a local business owner who said, “Well, I always advertise in the local weekly newspaper. You have to, right?”

Well, yeah – if you’re getting results from that advertising. I’m a big fan of local publications, but shelling out money for anything because you’ve always done it, or out of some perceived obligation, is a complete waste of resources.

Some people call this “playing it safe.” I call it “falling behind.” Your competition is always looking for better ways to connect with new clients.

So should you.

Look at it this way. The iPad was introduced about three years ago. If you operate and market your business the same way you did just five short years ago, you’re already way behind.

And your competition loves it.

3) “Blogging Is A Waste Of Time Because I Can’t Make Money From It.”

Spoken just like someone who has never blogged or done it right.

You can’t make money if people can’t find you. The best way to get found online is by adding relevant, valuable content to your website on a regular basis. And the best way to add relevant, valuable content is with a blog.

That doesn’t even take into consideration how blogs help you establish your expertise and credibility, build trust and loyalty, and maintain top-of-mind awareness as part of a long-term relationship-building process.

If you think the term “blog” has some kind of negative connotation, call it a magazine. Call it a newsletter. Call it a university if you’re educating your clients.

You can package or name a blog however you want. Just don’t refuse to blog because your perception of blogs is stuck in the 90s when people first used them as personal megaphones.

Does blogging require a commitment and an investment? Absolutely. Is it worth it to hire someone to develop content if you don’t have the time or ability? You bet.

Just ask any competitor who blogs. To them, your blog silence is golden.

Honorable Mentions

“I just updated my website last year. I’m not doing it again just for mobile.”

I’m sure that excuse will fly with people who visit your website on their mobile devices. Of course, two thirds of those people will never return.

“I don’t need marketing. My business is all word-of-mouth.”

Marketing done right can have the same effect as word-of-mouth. But you’ll reach more than one person at a time. A lot more.

“My competition isn’t doing it, so why should I?”

Would you rather be first at something or last? Those who wait for something to work for the competition before trying it themselves will never stop playing catch-up.

What have you heard a business owner or consultant say that made you think they were working for a competitor?