Whether you are competing with another company for a new client contract, vying for an executive position at your firm or simply sitting in a room with a group of others interviewing for the same job, it can seem contradictory to be nice to the competition. In business it can sometimes seem like it’s necessary to always watch your back, that it’s or more beneficial to do whatever you can to squash the competition in order to get ahead. But in reality, it pays to be nice and professionally courteous to your competition.
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If you are following any of the summer soccer competitions right now, you’ll notice that the players that normally play with each other during the year are representing their countries and playing against each other. While they are all playing to win, they still, for the most part, have an amicable spirit with the opposing teams. A similar attitude works in the business world. While you don’t want to just give someone else your position or business deal to be nice, you can still be friendly and professional. Here’s why and how it pays to be nice to the competition.
Watch what you say. Whether it’s in an email, on social media or even in casual conversation, it can be too easy to type up a less-than-stellar comment about a competitor or say something off-hand in conversation. It may not seem like such a big deal, but once you have published or voiced a negative comment, you can’t take it back. It just isn’t professional and reflects negatively on you. Clients do their homework, and will be less likely to choose someone to run their accounts if they find negative comments about other businesses on your social media pages or if you bash a competitor consistently. They may wonder what you will say about them if you take on their business. Instead, always be positive online and in conversation.
Instead of saying what another business is doing wrong, highlight what you and your team are doing right. If clients bring up a competitor, steer the conversation towards how you are different from them, focusing on what you do well rather than what they do wrong. Remember you are always representing your business, so you want to be professional at all times. If an awkward situation arises regarding your competitors, for example if they are bashing you, take the high road. Don’t reciprocate. Be cordial and professional.
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Give referrals. Why would you ever want to recommend a potential client to the competition? In some cases, it makes sense to do this. Even if you are in the same market, you and your competition may cater to different clientele. This is true in the case of career coaches. Some cater to coaching executives, others to career direction, others offer to be mentors. So if you refer someone to a competitor who would be better suited to the task, you can be sure they will do the same. Don’t take on clients you are uncertain you can serve and serve well.
Be willing to give referrals when someone else is a better fit. The client will thank you for it and be more likely to recommend you to their friends because you’ve been honest and direct with them. Let your competitor know that you referred them with a short email or phone call. Checking in with them also opens the door to more networking and information-sharing possibilities. It allows you to strengthen relationships where you can refer clients to each other.
Collaborate with them when possible. Consider that working alongside your competitors shows prospective customers that you are confident in what you offer. It can help you establish your brand further and help you differentiate yourself from them by co-marketing your product or service, yet clearly articulating your niche and target audience. Also, don’t copy everything they do. While it is inevitable that competitors may have similar ideas and techniques for doing things, be wary of blindly implementing new ideas your competitors developed. This could seem like the easy way to keep up, but it puts a damper on creative thinking.
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Instead, try to build off of new ideas from others — competitors but also those in your organization. Ask yourself questions like, “How can I make what my company or team is currently doing better? How can I make a new process work better for my company while being true to our values?” Ask for input from employees. This will get the creative juices flowing and inspire more innovation.
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The Benefits of Being Nice to Your Competitors originally appeared on usnews.com
