1. Why Should I Buy From You????
Segura & Associates

2. “ Why Should I Buy From You?”
Segura & Associates

3. “ Why Should I Buy From You?”
USP
“Unique Selling Proposition”
Segura & Associates

4. “Unique Selling Proposition”
Often called an elevator pitch!
Segura & Associates

5. Here is an example of a typical USP:
"Segura & Associates brings over 40 years of experience in all
segments of the Cleaning Industry. We offer one of the broadest
ranges of programs available in the Cleaning Industry. Our size
and flexibility allows us to customize or tailor these programs to
meet our client's specific needs.
CONTRAST COMPANY WITH COMPETITORS
“ USP should be a statement that you can support, and must promise
only what you can deliver or fulfill “
Segura & Associates

6. “ Why Should I Buy From You?”
Concise and memorable phrase that answers
your prospect's always-implicit question
"Why should I do business with
you and not somebody else?"
Segura & Associates

7. Helping You Identify Your USP
Unique Selling Proposition
 What is unique about your business versus your direct
competitors?
 Which of these factors are most important to your prospects?
 Which of these factors are most difficult for your competitors to
imitate?
 Which of these factors can be most easily understood by your
prospects?
Segura & Associates

8. Create a Message
Create a memorable message out of these
unique, meaningful qualities about your
business or brand.
And make sure it's a message that speaks to
the need your prospective customer
feels, not some self-centered stuff about you
Segura & Associates

9. Differentiation
 To differentiate is to stand out in a crowd.
 It is to be different in way that distinguishes
you and separates you from everyone else.
Segura & Associates

10. HOW ARE YOU DIFFERENT?
 How do I differentiate my service?
 What does my company brand stand for?
 How do I differentiate myself as a
salesperson?
Segura & Associates

11. HOW ARE YOU DIFFERENT?
 What are the differences that make motivate
prospects to choose me over the
 How do I ensure my prospects and clients
feel the differences that distinguish me and
from my competitors?
 What else could I develop that would create
greater differentiation?
Segura & Associates

12. Ron Segura
President
650 315-8933
rsegura@seguraassociates.com
www.seguraassociates.com
Segura & Associates