Differentiating your service business and standing out in a crowded B2B marketplace can be tough. Today I am discussing how to do that with my guest, John Ravaris.

John is the founder of UVPsolutions®, creator of the proprietary 4D Roadmap®, and author of “Define Value, Drive Growth”—all dedicated to helping small and medium-sized businesses differentiate, define their unique value, and drive growth.

We dive into topics and answers to questions including:

● Josh’s origin story about his passion for differentiation.
● Where do you begin when you set out to differentiate yourself and your business?
● How do you discover and connect your business with a bigger purpose in life?
● How do you combine your culture and values to become the cornerstone of the strength of your business?
● The concept of “strength buckets” and how to find and fill yours.
● How do you create a purpose for your business and further differentiate your business in the marketplace?
● How do you develop go-to market strategies by embracing your differentiating principles?
● The importance of connecting your organizational strengths to what your clients and prospects are trying to achieve.
● The importance of value creation when creating a growth plan for your business.
● Why does problem solving for your clients and prospects need to be a focus point to successfully differentiate yourself?
● How problem solving and success factors need to be woven together in your offerings to create lasting value.
● How to best stand out and differentiate yourself even in saturated markets.
● Why we’ve graduated from selling features to selling benefits and now from selling benefits to selling outcomes.
● Why 70%-80% of the buying decision is made before the prospect interacts with your organization and how to use that to your advantage.
● How to find out what outcomes your prospects want from your company and then how to deliver them.
● How to sustain differentiation in your marketplace once you’ve achieved it.
● The key component to continued growth as you gain momentum in your marketplace.
● Why “what got you here won’t get you there” and the need to be ready to pivot and change as you grow.
● The one thing, above all else, that you need to do to successfully differentiate yourself in a crowded B2B marketplace.

…and other golden nuggets of advice!