As you try to help people get the results that come from using your product or service, the number one competitor that you face is the status quo. In other words, most people are happy with what they already have. Otherwise, they would’ve reached out to you, rather than you reaching out to them.
Now, at this point, you may be tempted to feel defeated. But, there’s no need to let this shake your confidence.
After all, if someone tells you she’s already using someone else’s product or service, she’s also indicating that she is a potential customer of yours and has the money to buy. Now, you know that there’s an established market for your product or service, and that people are already buying what you have to offer, which eliminates a big risk for you.
So, suppose your prospect says, “I’m happy with what I already have.” What can you say then?
Well, let’s say you provide sales training. Here’s how you can respond:
“Oh! That’s great that you’re already doing sales training. A lot of other companies, like the ABC Company that we’ve worked with said the same thing before they saw how our program would complement what they were currently doing.”
“You know, we should get together. How’s this Wednesday at 2pm?”
In other words, you’re acknowledging and reinforcing what they’re already doing. You’re saying that you would complement what they do, that you’d fit into their current plan, and that you’d support that plan and be a good match along with it.
Again, you’re not fighting with them, challenging them, or trying to win an argument. Instead, you’re saying that they should look at what you have to offer precisely because of what they’re already doing.
