Captain’s log, stardate 20161115

3 steps to defining what makes you uniquely different from your competitors:

Sent by Jonathan Stark on November 15th, 2016

People are having a pretty hard time with this differentiation stuff...

Here’s the best I can do to concisely summarize:

Identify your ideal buyer
Identify the competition for your ideal buyer’s business
Identify differences between you and your competition that your ideal buyer cares about

If you skip any of these steps, you probably won’t differentiate yourself in a meaningful way.

If you don’t differentiate yourself in a meaningful way, you’ll be forced to compete on price.

If you are forced to compete on price, you’ll lose virtually all of your profits.

Yours,

—J