Is your sales force really networking? NetWORKing includes shaking hands, handing out business cards, and describing what you do. When a potential client or referral source asks about your business (or hits your web page), they aren’t asking for clichés that make you sound just like the competition. If there’s no difference between you and the competition, then you’ve made price the single motivator. A big mistake.

Make sure your sales pros know and avoid these top three money-losing phrases:

WE GIVE GOOD SERVICE.

No one chooses to do business with someone because they say they give good service. Good service is expected. It should be a given.

WE EDUCATE OUR CUSTOMERS.

Well, sure. Every business does. When customers aren’t given the information they need, they look for a new vendor. If you don’t educate your customers they won’t be your customers long, but pledging to educate isn’t a lure.

WE DO WHAT’S BEST FOR OUR CUSTOMERS EVEN IF IT MEANS LOSING MONEY.

Since you’ve brought it up, just how often does this situation occur? How do you stay in business? This isn’t the impression you want to give.

If your goal is to make money, tell these stories instead:

WHY YOU’RE BETTER THAN ANYONE ELSE.

WHAT YOUR CLIENTS SAY IS THE BEST PART OF DOING BUSINESS WITH YOU.

WHY YOU CHOOSE TO WORK IN YOUR INDUSTRY.

Be different, be memorable, be unique, be a netWORKing magnet.