How To Be The Best Alternative
Often your customers are already solving their problems in one way or another, without a pressing need to switch their product or service provider.
Because most businesses are entering a niche with a solid incumbent, how do you become the best alternative?
Show them why having options in valuable.
- What is the most worst case scenario if their current vendor folds?
- Why does having a backup give them more bargaining power?
- Who on your team will be a trusted advisor to their future projects while their current provider just wants to do the basics?
- When will they outgrow their current solution, due to technology or price efficiency?
- How will learning about possible business process improvements through your product help them rock?
If your customer doesn't have a pressing need, ping me to brainstorm your strategy.