Trying to uproot an embedded competitor is always worth a shot.
Here’s why: The biggest, most loyal buyers are also the most likely to look at and switch to the competition, a Harvard Business School study found. If you appear to be better, prospects will listen.
But it’s never enough to just tell prospects that your product or service is better. They need specifics. Hard-line comparisons. Insightful data. Real-time results. Testimonials from people they identify with.
If you’re armed with the right information and take a strategic approach, you can beat an embedded competitor.
To break loyalty, you may need to change your approach from prospect to prospect based on account size, depth of existing relationship or industry.