Know-How Exchange : Strategy

One does not 'convince' as I interpret your above post. There are only three ingredients - speed, quality, price (pick two) in Clearing Agent.

Your potential customer, having known he/she has one...either you must research 'has one' and discover a factor/weakness to your advantage.

The other option is either price or higher 'service' offered

Every attempt to convince someone of anything will fail: seek to persuade, NOT convince.

The strategy should not be to convince, but to offer something important that only you can provide. Without that there isn't much reason for someone to switch, is there? Would YOU switch if you were in the client's position? Why/why not?

kathynicholas_5

My colleagues made valid points and I agree with Michael's suggestion about offering something important. When working on a proposal with the goal of winning a business engagement, I ask what key asset the pursuit team will offer the target. If the team says they are leaders in the field or have the largest market share, etc., it's good to know. It might be interesting, but it's not telling the clients what's in it for them -- the benefit.

Think about what you are bringing to the table -- a known expert? resources created by your team? a 24/7 hotline that can actually help if there's a glitch?

Good luck.

M
corpcommer

If they already have one, then you need to prove that you're an order of magnitude better. If you're "as good as", that's not a reason to switch. If you're a little bit better, that's your word against theirs. But if you're dramatically better - and can prove it - then you've got a much easier sales presentation.