We all know the excitement of a prospect acknowledging a need for improved data security. But what about when they throw you a curveball like, “We’re happy with Veeam, and not facing any challenges”? Don’t lose hope, champions! This might not be a dead end, but rather an opportunity to uncover hidden needs.
Here’s how to navigate this situation when representing Unitrends against a competitor like Veeam:
(Prospect Says No Challenges with Veeam)
Prospect: “We’re using Veeam and happy with it. We’re not facing any particular challenges right now.”
(Acknowledge and Ask Open-Ended Questions):
You: “That’s fantastic to hear, [Prospect Name]. Veeam is a strong solution. However, IT landscapes constantly evolve, and new threats emerge. Can you tell me a bit more about your current disaster recovery (DR) strategy? Are there any specific recovery time objectives (RTOs) or recovery point objectives (RPOs) you’re aiming for?”
(Why This Works):
- Acknowledgement: You show respect for their current setup.
- Open-Ended Questions: You encourage a broader discussion about their DR strategy, potentially revealing areas for improvement.
(Listen for Underlying Needs):
Prospect: “Well, downtime is obviously a concern, but we haven’t pinpointed specific RTOs yet. We just know we need to get back up and running as quickly as possible.”
(Notice the opportunity):
Even though they haven’t formalized RTOs, downtime remains a concern. This opens the door to discuss the benefits of Unitrends’ solutions.
(Example Follow-Up):
You: “At Unitrends, we specialize in helping businesses achieve industry-leading RTOs and RPOs. Our solutions can get your systems back online significantly faster than traditional methods. Would you be interested in learning more about how Unitrends can help you solidify your DR strategy and ensure minimal disruption in case of an outage?”
(Notice how you addressed the underlying concern – downtime – and offered a potential solution without criticizing Veeam.)
The Key Takeaway:
Even if prospects say they’re “happy” with their current solution, there might be underlying concerns or areas for improvement they haven’t fully explored. By asking open-ended questions and demonstrating your expertise, you can uncover these needs and showcase how your solution can add value.
Here are some additional tips:
- Focus on Future Needs: Discuss potential future growth or changes in their business that might stress their current setup. How can your solution help them scale or adapt?
- Highlight Proactive Measures: Talk about the importance of proactive DR planning and how your solution can help them stay ahead of potential threats.
- Offer Valuable Resources: Provide case studies or whitepapers showcasing how similar businesses have benefited from your solution.
By following these steps, you can turn a seemingly dead-end conversation into a valuable opportunity to explore the prospect’s true needs and demonstrate the unique value Unitrends can bring to their business. So, don’t shy away from “no challenge” responses – use them as a springboard to uncover hidden opportunities!