You pay a little more than at other places, but you get a lot more value from it.

What can you do to make that true? What do you need to do to provide more value than you promise to deliver?

I heard this question on Seths latest episode of Akimbo, where a car dealer wanted to know how he could stand out in an industry that is driven in concurrence in prise, and prise alone.

As Seth pointed out there, not everyone has to be running for the bottom just because most people do. The trick to get out of that trap is to provide more value, and show it. Saying:

Hey! You’re going to pay a little more if you’re buying from me, but I’ll provide more than you’re paying for.

That’s quite easy in some cases, and at first sight. With car dealers, I could imagine there not only being better service, but services like a free rental car whenever your car needs service, or a free change of tires whenever needed.

But for some people it might be harder. I’ve thought long and hard about this for myself, and what I can offer is a range of services and the USP I have on other people is simply the specific range of services I can help with. Of course I can become better at what I do, but that to me is always the goal.

It’s something I’ll continue thinking about, and want to encourage you to too.

And if it’s of any help to you, I’ve written a piece on the Freelancer’s Triangle, that Neil Gaiman broke to me.