To successfully qualify a lead
, two key factors matter: their recognition of a need for a solution and their readiness to invest. If a prospect reveals they're already with a competitor, consider it a huge step toward success. This is where your tactics come into play.
Start by understanding the weaknesses of your competitor's product compared to yours. Use this knowledge to climb one step closer to victory.
Prepare to share compelling examples of customers who have switched from the competitor to you, including relevant collateral highlighting the areas where your competitor falls short.
Your next task is to eliminate any potential barriers that may arise when it comes to changing contracts and initiating training among staff. It's unfortunate, but in the SaaS space, long contracts are often the norm.
In this case, be sure to maintain regular contact with updates and reminders, and be prepared for a lengthy sales process
unless you have deep pockets to acquire them.