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What Separates You From Your Competition?

You might be unique, but it won’t matter to your prospects unless it’s a hot-button issue for them-- an issue or pain that they perceive as important. A Market Dominating Position is basically a USP (Unique Selling Proposition) or distinctive advantage targeting the hot buttons of your market.

This is the foundational element of marketing that when engaged can increase your revenue fast. It’s your distinctive advantage that sets your business apart from all your competitors. It’s what makes your prospects think or say, “Because you do this, I’d be foolish not to do business with you.” Your Market Dominating Position will be an influential component in your efforts to get more leads, close more sales and grow your business.

Here are some questions to answer to figure yours out.

  1. What position can you stand upon that gives you a strong advantage over your competition?

  2. How will you communicate that effectively so that you literally force more customers to do business with you?

  3. What advantages do you offer which make you exceptional in the eyes of the marketplace? Try to list at least three.

  4. What benefits do you offer that might be the same as your competitors but that they aren’t communicating at all?

  5. Where do you think is the biggest area of opportunity?

When you can answer these questions, you can begin to separate your business from its competition.

But remember your Market Dominating Position must be in tune with your prospects and clients’ problems and how you can solve them like no one else. Well, at least, you are the best choice to solve their problems. These problems must be a hot-button problem troubling the prospect enough that they want it to solve. Think about what problem your buyers have that they really don’t want and what they really want that they don’t have yet.

An example may be for a dentist that wants more clients. He offers dental services at copay prices to non-insured patients. Prospects that don’t have insurance are looking for a dentist that they can afford. This dentist makes it easy with messaging that solves the prospect's problem.

Be creative! Provide value or a solution so that you can position your business to stand out and get new prospects to consider you.

Marcia Riner is a business growth strategist and the CEO of Trajectory Consulting. She helps professional service firm owners to increase profits, drive growth, and to be in a great position to sell it someday. Together, she helps you create your roadmap to optimize, scale, and maximize the value of your company.

Marcia hosts a weekly podcast with videos on YouTube @ and audio @ She also shares business growth tips on her YouTube Channel @Marcia Riner

She runs a masterclass where she teaches business owners how to optimize, grow, and maximize the value of their business so that they can sell it someday @

Want more great ideas, download Marcia’s newest eBook “Think Outside The Box – 10 Reasons To Get Your Business Sale-Ready Now” available on


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