![]() If it turns out we have to recommend the competition too many times for a usecase we think we should be solving we address that by coming up with a way to solve the problem, not by making ourselves look better than what we really are.ģ. Once we have a clear understanding of a lead's specific needs and we know we can't help them with something but we think someone else can, we happily recommend the competition for that specific use case. We spend our time, and win deals, by constantly improving on our own offering and by letting the product speak for itself, not on figuring out what the competition is doing and narratives about how we do it better. We can't do everything by ourselves and we don't want to. We consider the competition to be "cocreators" of this tool space and we welcome every effort out there that empowers UX researchers and their teams. Clearly any statement we make about the competition is at huge risk of bias and incomplete or outdated information.Ģ. We always tell the truth and we are always transparent about what we can do and what we cannot do. The last thing we'd want to do is to provide leads and customers with inaccurate information. This is not something we spend time on studying and even when we do happen to find out about a competing product at some point we are well aware that products keep changing all the time and very rapidly. We actually don't know what the competition is doing all the time. Our policy in relation to all of this is to focus on what we do and to never talk shit about the competition.ġ. When budgets are tight people get more desperate for sales. It also became more common to hear leads saying that a competitor talked shit about us. I understand this because it is driven by teams being asked to shop around and to present comparative reports to decision makers. When budgets started getting tighter a while back it quickly became pretty common for leads to ask us about how we differ from our competition. So what is your first action today to find momentum? With every action I took, I saw progress and momentum came with it. They said yes, and our Sip & Swop parties were born. I needed sponsors that could benefit from these events. My next action was to reach out to wine farms in the valley. Then, I figured I’d ask them if they would lend me their space once a month to host a ClosetClique event. I contacted all my favorite restaurants, cafés and boutiques in town to make them ClosetClique safe spaces for women to meet up and swap apparel. That precious information guided my next action. Weeks over weeks, I sat down with my customers at the café to figure out if they’d ever consider buying second-hand or exchange high-end apparel, and my one learning was that they would if they could meet up in a safe space. ![]() I had tons of ideas but ClosetClique was what I wanted to do and I needed to validate that there was a need in the market. The majority of my loyal customers were women coming for a quick breakfast and coffee before going off to work. When I sold my café, instead of taking a gap year to figure out my next move, I used the clientele I already had to start building the next thing: ClosetClique. ![]() To achieve your goals you don’t need motivation, you need momentum. How else would you show kindness and patience during a prospect, or client call? It’s nice to know that there is always an option for a second call. ✅ End the call by listing the next steps asking if they have any outstanding questions, and offering another call if need be. ✅ Take the time to reply to their questions during the demo, even if it isn’t following the perfect flow. Time to show them you listened to their introduction and them sharing extra context. ✅ Offer to give a quick demo of the product and make sure the flow is relevant - you know their specific needs. ✅ If this is an inbound lead, ask them about their most pressing needs and listen with all your attention - nod, ask follow-up questions, and show parts of the product on the spot if required. I always share that I am Swiss, and yes, I do love chocolate and cheese. ✅ Make time for introductions and maybe, dare to say a few personal things about yourself. It sounds obvious, I know, but we’re all human and often in the pursuit of effectiveness, when in fact, we all long for connection. Especially if you are doing several calls per day. In the remote work era, I have found that kindness and patience can go a long way.
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