finboi

Fi-nance

Best response to “thanks but we already have X service”

This happens all the time with cold outreach and I personally am super happy to disqualify a lead. The problem is, I think the reality is when people send this response they are really saying please don't bother me I don't want to be sold to.

How do you at lease take this one step further?

🧠 Advice

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Gasty

Notable Contributor

War Room Community Manager

"𝑰 𝒘𝒐𝒖𝒍𝒅𝒏'𝒕 𝒃𝒆 𝒓𝒆𝒂𝒄𝒉𝒊𝒏𝒈 𝒐𝒖𝒕 𝒊𝒇 𝑰 𝒅𝒊𝒅𝒏'𝒕 𝒕𝒉𝒊𝒏𝒌 𝒕𝒉𝒊𝒔 𝒘𝒂𝒔 𝒔𝒖𝒑𝒆𝒓 𝒓𝒆𝒍𝒆𝒗𝒂𝒏𝒕 𝒕𝒐 𝒚𝒐𝒖.
𝑻𝒉𝒂𝒏𝒌𝒔 𝒇𝒐𝒓 𝒍𝒆𝒕𝒕𝒊𝒏𝒈 𝒎𝒆 𝒌𝒏𝒐𝒘 𝒂𝒃𝒐𝒖𝒕 𝑿, 𝒊𝒕'𝒔 𝒂 𝒈𝒓𝒆𝒂𝒕 𝒕𝒐𝒐𝒍(𝒔𝒆𝒓𝒗𝒊𝒄𝒆).
𝑰𝒕 𝒔𝒆𝒆𝒎𝒔 𝒕𝒉𝒊𝒏𝒈𝒔 𝒂𝒓𝒆 𝒓𝒖𝒏𝒏𝒊𝒏𝒈 𝒂𝒘𝒆𝒔𝒐𝒎𝒆 𝒘𝒊𝒕𝒉 𝑿 𝒂𝒏𝒅 𝒕𝒉𝒆𝒓𝒆'𝒔 𝒏𝒐 𝒔𝒄𝒐𝒑𝒆 𝒐𝒇 𝒎𝒆 𝒊𝒏𝒕𝒓𝒐𝒅𝒖𝒄𝒊𝒏𝒈 𝒀 𝒕𝒐 𝒚𝒐𝒖 𝒂𝒕 𝒕𝒉𝒆 𝒎𝒐𝒎𝒆𝒏𝒕."

And send !!!
They'll want to complete the loop themselves that you've intentionally opened with the last line.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

First, never downplay your competitor, you are always better than that. Next, go with @AgastyaAdamsapproach, works like a gem.

Kosta_Konfucius

Politicker

Sales Rep

“Completely understand X is a great service. I called out of the blue so I assume you might already have support in this area. Is there a renewal date or a time where you will conduct an assessment?”

Once they answer “Would it be alright if I reach out if I find any relevant info on a quarterly basis”

In a month email with super tailored and relevant info highlights where you are better

FinanceEngineer

Politicker

Sr Director, sales and partnerships

Depends on the service. Start off with “do you use X?” Or whatever your product is. Then ask about it. Find the pain points or target projects where there are gaps. Go the augment then replace angle. There are a ton of ways in.

TennisandSales

Politicker

Head Of Sales

what i have found helpful is to ask a specific question that your solution solves best.

" oh ok great I know X tool well it works great for many ppl. Im curious though, how do you mange X problem?"

They answer
"ah ok so we do it a bit different we (insert value prop). With that being said would it make sense to chat next week in a little more detail about how that could help you?"

something like that.
Normally you will get a good sense if the objection is legit and there is no room for you, or if they are blowing smoke and you can still help them.

finboi

Notorious Answer

Fi-nance

This might be my favorite answer here

TennisandSales

Politicker

Head Of Sales

woo! 🙌🙌🙌

adrienmc

Good Citizen

Founder @LaGrowthMachine

We do the exact same thing.
1) Get to know what they use instead
2) for each competitive product, we have a cheat card of what they do better and worst than us for every persona we address
3) Raise a know issue for said persona of the product they use they you can solve 💪

TennisandSales

Politicker

Head Of Sales

yeah this is good. we called those cheat cards "battle cards" because....we love to be INTENSE!

But having a cheat sheet of what shortfalls of the competitors are is very handy.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

They probably do have whatever you sell. But what makes yours better? You didn’t answer that.

“I sell cars”
“I already own a car”
“But mine can run on electricity and save you money over the long run”

You got a fast NO here and now you’re already behind. You need to include line 3 into line 1, if you get my meaning.

“I sell cars which will cost you less over the lifetime of the vehicle and it being used by people you know”

Now you are prospecting more effectively.

GDO

Politicker

BDM

What can “current product” do better in your opinion?

CuriousFox

WR Officer

🦊

Yes, if there's one thing you could change what would it be?

SaaSuke_and_Naruto

Opinionated

AE (Account Executive)

I like playing to the competitor a little (even tho we have the best product in the industry, hands down), and say something like, “that’s great, I know they do great work, and our product isn’t right for everyone either” (now in their mind you’re something they can’t have, causing interest),
and then say “if you ever are looking for a {differentiator} then feel free to reach out, or I can send you some relevant info?” At this point, I hope they ask me a question to get a conversation going, but if not, no worries either.
But keep calling to check in, as the other company might not, and if you truly know some differences you can point them out in your follow up, since implementation of X competitor May be rough.

I think prospects appreciate that you don’t push a value prop on them every conversation, hope this helps!

FranchiseSalesQB

Politicker

Franchise Sales QB

I like when they say "we're all set" or "not interested" when you didn't even ask anything

revenuegenerator

Praised Answer

Sales Management

"Oh, you're using X. Great service! I figured you guys were advanced in your "Y". A lot of my customers reached a stage where they "needed Z/had a problem with Z"... is that anything you've encountered or discussed internally?"

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finboi

Best response to “thanks but we already have X service”

15 comments

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