When you know your competition well, it not only gives you a selling advantage early on, but also continues to help you serve and sell to your client throughout the relationship. You should always serve your clients with the knowledge that they are your competitors' prospects.
Do you know what pressures your clients are under to move their business? Do you know what they say to all those other professionals who call them? If you don't, I suggest you get to know your clients better and find out. The more you know about your competition, the more you can do to make sure you are better than they are.
Your clients may not use you for all their needs. Do you know who else they are using and why? Do you know what they like and dislike about them? Not only will you learn from this, you may also find opportunities to increase your percentage of the business they do with you.
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