A new client keeps comparing your services to competitors. How do you handle it?
When a new client keeps comparing your services to competitors, it's crucial to demonstrate your unique value and build trust. Here’s how to handle it:
How do you handle clients drawing comparisons? Share your strategies.
A new client keeps comparing your services to competitors. How do you handle it?
When a new client keeps comparing your services to competitors, it's crucial to demonstrate your unique value and build trust. Here’s how to handle it:
How do you handle clients drawing comparisons? Share your strategies.
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When a new client frequently compares your services to competitors, acknowledge their concerns and reinforce your unique value without speaking negatively about others. Highlight what sets you apart, focusing on how your offerings align with their specific needs. Shift the conversation by asking about their priorities and providing relevant success stories or testimonials. Stay professional, confident, and positive, ensuring they see the benefits of choosing you over the competition.
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Sometimes if I’m in a silly goofy mood and someone asks that question I’d say “that’s like taking someone on a date and asking if they have better looking friends“ It gets a laugh like 50% of the time as dumb as that joke is, but then you can maybe break into harder questions to see what they are missing that your product can solve. Never badmouth your competition.
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When a potential client keeps comparing you to competitors, don’t take it as a challenge—see it as a chance to stand out. Instead of getting caught up in comparisons, focus on what makes you different. Maybe it’s your hands-on approach, your track record, or the way you tailor solutions to fit their exact needs. Share real success stories, listen to their concerns, and show them why you’re the right choice. At the end of the day, people don’t just buy services—they buy confidence in who they’re working with. Make sure they see the value only you can offer.
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Waqar Y.
Senior Recruiter & Coordinator - Engineering | Managed Services & Permanent Hiring
(edited)When a client compares your services to competitors, start by recognizing their concerns with something like, “I understand you're looking for the best value.” Then, shift the focus to what makes your service stand out—whether it’s personalized attention, flexibility, or results. Share relevant success stories, stay confident, and if necessary, offer a short-term trial so they can experience the difference firsthand.
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If you trust your service fits with customers requirements for while, it's suitable to let him deal with competitors, Then he can figure out how satisfied he is. Otherwise, you have to use his assessment as a leverage to improve continuously. "Who doesn't move forward , standing still means falling behind the market"
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A person who is paying, commonly compare our products and services with other competitors. Reason behind this is they want the best out of their money. So we need to make him believe in us and continue the relationship. Firstly understand the client requirements, and try to provide the best solutions. Second, showcase our unique skills and strengths which will make us better from our competitors. Third, demonstrate previous experiences and testimonies to earn the trust. Fourth, be open for feedback and show how your working on the feedbacks provided.
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When a new client compares our services to competitors, I start by listening carefully to understand what they value most. I ask questions to pinpoint their key concerns and priorities, ensuring that I fully grasp their expectations. This helps me tailor my response to address their specific needs. Then, I highlight Airtel Kenya’s unique strengths—like our reliable network, innovative solutions, and dedicated support—and share real-life success stories that illustrate these benefits. By focusing on tangible advantages and matching our offerings to their needs, I help clients see why our service stands out in a competitive market.
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1. Acknowledge their concerns – Show that you understand why they are comparing and appreciate their due diligence. 2. Emphasize differentiation – Highlight unique value propositions that set your offering apart, tailored to their needs. 3. Use data & real examples – Provide case studies, testimonials, or performance metrics to build credibility. 4. Ask insightful questions – Shift the focus from competition to their specific pain points and priorities. 5. Maintain a confident & positive tone – Avoid negative comparisons; instead, demonstrate expertise and reliability. 6. Follow up strategically – Share additional insights or resources post-discussion to reinforce trust.
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At CodeTrade when a client compares our services to competitors, we see it as a positive sign—they're serious about making the right choice. Instead of getting defensive, we focus on understanding their needs and highlighting what truly sets us apart. Every company has its strengths, but what matters most is finding the right fit. We don’t just sell services; we build partnerships based on expertise, trust, and real results. At the end of the day, it’s not about being "better" than the competition—it’s about being the best choice for the client. 🚀
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When a new client constantly compares your services to competitors, acknowledge their concerns, actively listen to their specific needs, and then strategically highlight your unique selling points (USPs) to demonstrate how your offering stands out and better addresses their specific requirements, while maintaining a positive and professional demeanor.