How to Become the Obvious Choice in a Sea of Competition
Many businesses struggle with wondering where their next clients will come from.
The key to creating a stable, successful business that doesn’t keep you up at night is positioning yourself as the go-to expert in your field.
Here’s how to make that happen.
Become the Expert in Your Industry
To stand out, you need to be the Yoda, Gandalf, or Dumbledore of your industry.
You are already an expert—now it’s time to demonstrate that expertise to the world.
When you become the go-to person for your industry, people will seek your advice and naturally trust you.
This level of credibility turns into customer loyalty and, ultimately, increased sales.
The Step-by-Step Roadmap to Success
The following steps can help you become the obvious choice in your industry.
If done correctly, you can double your business’s profitability in six months.
Establish Yourself as the Guide
Position yourself as a mentor and teacher in your field. Just like Yoda guided Luke Skywalker, your role is to help your customers solve their problems. Be clear about your experience—tell potential customers how long you’ve been doing what you do and why that makes you an expert. Let them see you as someone who solves the difficult challenges they face.
Every potential customer has questions or objections—whether it’s about pricing, service quality, or something else. The key is to address these objections before the customer even brings them up. By raising common objections yourself and providing clear, confident answers, you demonstrate your knowledge and credibility. It shows customers that you truly understand their concerns.
Address Customer Objections Before They Do
Define Your Niche Clearly
You can’t be an expert in everything, but you can be an expert for a specific audience. Define your target market and be crystal clear about who you serve. This not only helps potential customers see if they fit but also helps you avoid working with clients who aren’t the right match for your business.
Your website is your marketing rocket fuel. It shouldn’t just be a digital brochure—it should be a resource hub that provides valuable answers to your customers’ questions. Include solutions to common industry problems, and don’t be afraid to share some of your best insights. Providing free, useful information builds trust and establishes you as a subject matter expert. Be transparent and unbiased in your content, and always make sure that visitors feel welcomed and invited to reach out.
Turn Your Website Into a Resource Hub
Make Google Fall in Love with Your Website
To be visible, you need Google to “marry” your website. This involves investing in search engine optimization (SEO), which makes your site attractive to Google. SEO is about making it clear who you serve, what you do, and ensuring Google knows when to display your site in search results. SEO takes time and expertise, so consider hiring a professional to manage this for you. This step helps you secure consistent traffic without relying solely on paid ads.
Email marketing isn’t just about selling—it’s about educating. Send valuable information, tips, and advice to your mailing list, not just promotional offers. By consistently sharing helpful content, you become the go-to person when your audience needs help. For example, if you’re selling furniture, send tips on choosing the right type for different lighting or layouts, rather than simply promoting your products.
Share Your Best Advice Through Email
Build an Expert YouTube Channel
Creating a YouTube channel is a great way to showcase your expertise. You don’t need to be flashy or do stunts—just share your best advice and industry insights. Posting regular videos helps you connect with your audience and build credibility. YouTube is also great for SEO, as Google owns YouTube, and having videos there can improve your overall online visibility.
If you need immediate growth, consider running Facebook or Google ads. Ads provide a quick way to generate inquiries and attract new customers. You can use ads strategically—turn them on when you need more clients and pause them when you’re at capacity. The key is to invest in ads that provide a positive return, aiming for revenue growth that exceeds your ad spend.
Use Ads Wisely
Increase Your Prices for New Clients
As the go-to expert in your field, you deserve to charge more for your services. Don’t be afraid to increase prices for new clients, especially as your expertise grows. When customers see you as the obvious choice, they’ll be willing to pay a premium for your work. By raising your prices, you increase your profitability without needing to find more clients.
The final step is to keep up the work. Continue creating content, posting videos, sending emails, and updating your website. It’s easy to get distracted by new social media platforms or shiny marketing trends, but the key is consistency. Stick to what works and keep building on it. You don’t have to do it alone—delegate tasks to your team or hire someone to help, but ensure you stay the course.
Stay Consistent and Focused
Why Positioning Yourself as the Expert Works
When customers see you as the expert, they trust your advice and are less likely to haggle over prices or micromanage your work.
They feel safe knowing that they are in the hands of a knowledgeable professional. This sense of security allows you to charge higher rates and choose the clients that are the best fit for you.
Many small business owners worry they aren’t experienced enough to be seen as an expert.
Remember, you don’t need to know everything—just the exact steps that solve your customers’ problems. By sharing your knowledge and positioning yourself as the guide, you help customers get past their obstacles, just like a true mentor.
Ready to Get Started?
Becoming the obvious choice in a sea of competition takes time and effort, but the rewards are worth it.
By following these steps, you can establish yourself as a trusted expert, attract more clients, and grow your business without the stress of constantly chasing leads.
If you’re ready to start, focus on one step at a time, and remember—you’ve got this.