Before you go straight to the client, trying to persuade them, conduct demonstrations, build arguments, and outshine competitors who have long dominated the market and accustomed clients to them, first watch the cartoon “Little Racoon.” After that, watch “Kung Fu Panda” (there’s a reason my avatars are from there). Find the common message in both, arm yourself with it, and approach the situation not to sell and convince, but to consult and share impressions. Try on a dialogue like this:
—.
- Yes, I understand you. There's no point in changing brands. Overall, it suits you, and there's no reason to take a risk. By the way, speaking of the overall picture, there are never any perfect solutions, right? And if something works for you overall, there are still specifics that you might not be satisfied with. What would you like to improve in the product you’re using?
- Well, you’re right. There are always nuances. For example, tra-la-la.
- Really? I would have never thought that. What is it about "tra-la-la" that doesn't work for you?
- Of course, this leads to be-me-pe.
- Is it important to you that there is no be-me-pe?
- Yes..
- Why is this important to you?
- Blah-blah-blah
- And why else?
- bluh-bluh-bluh.
- Maybe it's worth taking a look at products without all the fluff?
- Well, as far as I’ve heard, tra-la-la is a fundamental problem, and all products are to some extent affected by it.
- So, it turns out that if you had a product without all the fluff, you would forget about the blah-blah-blah, and that would give you the blah-blah-blah, which I think is even more important, right?
- Blah-blah-blah is more important than blah-blah-blah.
- Yes, you’re probably right. Blah-blah-blah is more important. By the way, we have a product that will help you achieve blah-blah-blah and blah-blah-blah precisely because of its particularly low concentration of tra-la-la. You mentioned that this is important to you?
- Yes, perhaps.