We all have competition. When the “we already have a vendor” objection comes our way, we state our differentiator.
But what do you do when your greatest competitor is not another vendor?
Oh sure, the customer you are approaching might tell you they have someone they’re already doing business with. They might claim to be happy. They might tell you they have no desire to change because of that satisfaction level.
But the real competitor is not a bricks and mortar company. It’s not an online printer either.
It’s complacency.
Of course they have a vendor they’re dealing with. Did you honestly think you were going to show up on the day they were looking for someone exactly like you?
Changing printers means work. It’s risky. That’s why the devil-you-know is such a powerful justification.
Put yourself in your customers’ shoes and think about what you are asking them to do. Then, come up with ways to make the switch as simple as possible.
Only then can you become the devil-they-know.
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If you are having a devil of a time connecting with prospects, gaining appointments, and growing your sales, join The Sales Vault at SalesVault.pro. Bill Farquharson can be reached at 781-934-7036.
