3 Weekend Questions on Your Competitive Advantage

Want to become the go-to agency in your vertical market? Here are 3 questions to ponder over the weekend:

1️⃣ If you gathered your top 10 clients in a room, would they naturally have things to talk about with each other? If not, what opportunities are you missing by serving disconnected markets instead of a tight-knit community?

2️⃣Think of the last time you felt truly confident on a sales call. What made it different? Was it because you deeply understood that prospect's world, or was it just about your service delivery?

3️⃣What insider knowledge do you have that would be valuable to your clients beyond your core service? If the answer is "not much," how is that impacting your ability to command premium pricing?

Have a great weekend!

Frequently Asked Questions

Why does it matter if my top 10 clients would have things to talk about with each other?

Because it reveals whether they belong to the same tight-knit community or are just disconnected accounts. A real community means referrals and word-of-mouth flow naturally, something that doesn't happen when clients have nothing in common.

What made a past sales call feel especially confident?

Worth examining honestly, whether it came from truly understanding that prospect's world or just from confidence in service delivery. The former tends to build a stronger, more differentiated pitch than the latter.

Why does insider knowledge beyond the core service matter for pricing?

Because clients pay more for expertise they can't easily find elsewhere. If there's not much insider knowledge to offer beyond the service itself, that gap likely limits how much premium pricing is realistically possible.

How do I know if I'm serving a real community versus disconnected markets?

Check whether clients share the same conferences, publications, or professional circles. If not, the market being served may be too broad or disconnected to generate the natural word-of-mouth a tighter vertical would produce.

How much time should I spend on these three questions?

Enough for honest weekend reflection, not a rushed answer. The value comes from sitting with what these questions reveal about community, confidence, and expertise.