Question

You phone a cold prospect for an appointment, and she responds by saying that their needs are being met by one of your competitors and that she is relatively happy with their performance. You would say:

a) Inquire about specific pain points to identify potential areas for improvement.
b) Dismiss her satisfaction with the competitor and schedule a meeting.
c) Convince her that your solution is far superior.
d) Thank her for her time and end the call.

Answer 1

The professional approach to a cold prospect satisfied with a competitor is to politely inquire about potential unmet needs and offer your networking card while being resourceful and respectful.

Step-by-step explanation:

When reaching out to a cold prospect who is currently satisfied with a competitor's service, you want to approach the situation tactfully. The most professional and constructive approach would be to inquire about specific pain points to identify potential areas for improvement with the prospect's current provider. You could say, "I understand that you're currently satisfied with the service you're receiving, but if there's ever an area you feel could be improved, I'd be interested in hearing about it. I'd love to offer a fresh perspective and possibly enhance what you're already enjoying." This demonstrates respect for the satisfaction they have with their current provider, while also positioning yourself as someone who can add value. It is essential to be courteous and provide them with an easy way to connect by leaving your networking card or contact information. Remember to be resourceful and respectful of their time.