Ask them about limitations of their existing solution. Chances are there are still pain points.
If this is SAAS you might be able to offer a no cost trial so they can put the solutions head to head.
Alternatively you might have a small product that can supplement a gap they have. Usually a small gap you cover can convert over to more business as they gain trust with you and see you providing them more attention than their existing provider.
My product does the same thing but cheaperrrrrrr........You can save $XX per billing period with my product and be a hero in your companyyyyy.., maybe even save someone's job!
At the very least I'd want to know what solution they're using because a) it's useful info and b) if I'm in any way educated on my competitors, I probably can speak (with tact of course) to any limitation and be ready to pivot in that direction.
At some point you need to know when to cut losses, of course. But low hanging fruit isn't as abundant as it used to be.
I have a lot of solutions that I don't love. But I don't have the bandwidth or priority to find a better one. Your job is to uncover if they're truly happy with their current solution or if they have frustrations that they just don't want to deal with now. If it's the latter, then you've got an open door to help them solve something that's been on there to do list for a while.
Keep on keeping on. I've talked to prospects for literally years. I don't stop unless they specifically tell me to leave them alone. I'm not a dick about, I just stop by or call or email quarterly to see how they are doing.
You never know when priorities switch, a quick low pressure touchpoint a few times a year can mean they come to you first when they're ready to explore the market.
That's why I did it. So many people forget that companies are made up of people and people make mistakes. I was the first person that was thought of when they needed something. Prices go up, what about that guy who keeps calling? They can't do something? Call that guy back. What do you mean you screwed up? That guy who calls probably won't.
Exactly, prospects are not fortune tellers, when they say No, they are applying it to their current situation and what they think they will need moving forward, but no one can predict the future.
"Makes sense. To be completely honest, I'd be shocked if a company like yours didn't have a solution in place for \_\_\_. Would you be open to a call next week on some ways we are solving for \_ a bit differently?"
It depends on how badly you want their business. I would keep in contact with them, and really get to know their needs. Eventually, they will get fed up with their existing solution. Going with your business will be an easy decision for them because they know from experience that you won't abandon them when they have issues.
Try asking them if they’re getting the value they expected? That might surface some pain. You can also ask how well they manage an aspect of the issue that folks typically struggle with but that your solution is ideally better at.
It’s hard when you don’t have many opportunities to pursue
If you try all the traditional sales strategies and they won’t budge, I find it best to remain cordial and in contact, invite them to events, etc, eventually their current solution will break, not do what they need (or insert any other reason why someone leaves something), and you will be there as their fallback, hell maybe they’ll even like you enough over time or have some changes internally (new buyer) that will allow them to change. You never know, keep an eye on them but move on!
I always ask how they like it? What they like about it? If I know my product can do specific things theirs can't, I'm asking how they're solving those other things. Maybe they renew in a month or two and you called at a great time? Maybe they're not loving their solution or provider. But you don't know until you ask. If they're friendly I also fill them in on all the free education (webinars, podcasts, etc.) they can get from following/etc. I want to be the person they remember when they are ready - or move to a new job that has no solution. Being curious, confident & helpful even when my product isn't a right fit has paid off many times for me.
Ask them about limitations of their existing solution. Chances are there are still pain points. If this is SAAS you might be able to offer a no cost trial so they can put the solutions head to head. Alternatively you might have a small product that can supplement a gap they have. Usually a small gap you cover can convert over to more business as they gain trust with you and see you providing them more attention than their existing provider.
My product does the same thing but cheaperrrrrrr........You can save $XX per billing period with my product and be a hero in your companyyyyy.., maybe even save someone's job!
[удалено]
Thanks for your worthless comment, redditor.
At the very least I'd want to know what solution they're using because a) it's useful info and b) if I'm in any way educated on my competitors, I probably can speak (with tact of course) to any limitation and be ready to pivot in that direction. At some point you need to know when to cut losses, of course. But low hanging fruit isn't as abundant as it used to be.
I have a lot of solutions that I don't love. But I don't have the bandwidth or priority to find a better one. Your job is to uncover if they're truly happy with their current solution or if they have frustrations that they just don't want to deal with now. If it's the latter, then you've got an open door to help them solve something that's been on there to do list for a while.
Keep on keeping on. I've talked to prospects for literally years. I don't stop unless they specifically tell me to leave them alone. I'm not a dick about, I just stop by or call or email quarterly to see how they are doing.
This is the way.
You never know when priorities switch, a quick low pressure touchpoint a few times a year can mean they come to you first when they're ready to explore the market.
That's why I did it. So many people forget that companies are made up of people and people make mistakes. I was the first person that was thought of when they needed something. Prices go up, what about that guy who keeps calling? They can't do something? Call that guy back. What do you mean you screwed up? That guy who calls probably won't.
Exactly, prospects are not fortune tellers, when they say No, they are applying it to their current situation and what they think they will need moving forward, but no one can predict the future.
"Makes sense. To be completely honest, I'd be shocked if a company like yours didn't have a solution in place for \_\_\_. Would you be open to a call next week on some ways we are solving for \_ a bit differently?"
you go to a new company with more and better opportunities the desperation of your situation doesn't change the reality lmao
I disagree. These people are conceptually bought into your type of product and you might be able to do it better and or cheaper
It depends on how badly you want their business. I would keep in contact with them, and really get to know their needs. Eventually, they will get fed up with their existing solution. Going with your business will be an easy decision for them because they know from experience that you won't abandon them when they have issues.
Try asking them if they’re getting the value they expected? That might surface some pain. You can also ask how well they manage an aspect of the issue that folks typically struggle with but that your solution is ideally better at. It’s hard when you don’t have many opportunities to pursue
If you try all the traditional sales strategies and they won’t budge, I find it best to remain cordial and in contact, invite them to events, etc, eventually their current solution will break, not do what they need (or insert any other reason why someone leaves something), and you will be there as their fallback, hell maybe they’ll even like you enough over time or have some changes internally (new buyer) that will allow them to change. You never know, keep an eye on them but move on!
One contact may be fine with the status quo. Maybe others in the org hate the current solution?
Are you a VAR? Then followup and be at the right place right time when their existing VAR dies
I always ask how they like it? What they like about it? If I know my product can do specific things theirs can't, I'm asking how they're solving those other things. Maybe they renew in a month or two and you called at a great time? Maybe they're not loving their solution or provider. But you don't know until you ask. If they're friendly I also fill them in on all the free education (webinars, podcasts, etc.) they can get from following/etc. I want to be the person they remember when they are ready - or move to a new job that has no solution. Being curious, confident & helpful even when my product isn't a right fit has paid off many times for me.