I posted two videos recently on the theme of being different.
The first one is about How To Approach Clients with New Ideas. After all, clients will never ask for something they have never heard of, they don't understand, and they can't describe. It's your job to take new ideas to your client.
Remember Henry Ford: "If I had asked people what they wanted, they would have said faster horses." Your clients can not ask for something they don't understand.
For example: You need to educate your clients about cloud services, why it's better for them, and how you are able to provide them with great services in this new environment.
The newer video (just posted today), I look at how you can Lead with Different. This is a pretty simple process. First, you need to ask clients why they love you. Is it because you're the cheapest? Probably not!
Clients might love you because they trust you, you talk to them in business term, you don't make them feel stupid, etc. Next, after you know why your clients love you, do more of that! Dig in and make your business all about the things your clients love.
And don't be afraid to be different. After all, it's what makes you stand out!