Would You Carry Your Competitor Home?
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It's the final minutes before your prospect decides between you and your competitor. Something unexpected happens - something that could take your competitor out of the game completely. Would you have the fortitude to say "he deserves the win" and carry him home?
http://www.karmatube.org/videos.php?id=1433
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That's a tough one Linda. There have been times when I realized that my solution was not the best for my client and knowing which competitor had the best value have pointed my prospect toward them. I also, never respond to negative comments about me, my company or my product with a negative backlash. Instead I say they are a fine company and I'm really surprised that they have adopted this tactic, but I refuse to go there, let me explain the advantages that doing business with my company will bring you.
By avoiding the negative and realizing when you are not the best fit you leave the door open to future opportunities with your prospect and even if you don't get the deal they think of you when their friend needs your product or service. Good will and a solid reputation are worth their weight in Gold.
thanks, Duane - just out of curiostiy, did you watch the video?
Both are very good posts and timely. Believe it or not, the same happens in the nonprofit/fundraising world. It can be rather cut-throat and egos are just as large.
I agree with Duane about responding with negative to negative. It never really works, and in the end you both lose out and can look like idiots. If someone wants to take the time to point out all of my negatives then they probably aren't too busy themselves.
If they are spewing negativity, I will often look at what they are saying and see if there is room for improvement with me, my presentation or service. Sometimes there is, sometimes there isn't.
Would I help a competitor bring it home? Yes. At it's most lofty level, sometimes it's the right thing to do. In my world, during this time of year, there are many nonprofits competing for your attention. In reality, it's not my time. For example, even though I consistently promote Operation: Kid Equip throughout the year, my 'time' is right around back-to-school. So in these Winter months I will often allow others to keep the conversation in and around their cause. And who knows, maybe in August they will return the favor. I don't have an expectation that they will, but I will have opened the door for that to happen.
If you were to call me today and say you are eager to give a donation, I would tell you that Furniture Bank needs your gently used goods, and Forgotten Harvest needs your food and money. How does that benefit me? Both organizations have a likelihood of eventually supporting one of the kids in our service area. And that's why I am involved in nonprofits, for the missions and people, not my own ego and popularity.
I believe the same philosophy can be applied in the for-profit world as well. Sometimes I have to realize that my competitor might be able to serve a client's needs better than me. My equivalent of carrying around the bases could be making the introduction or even collaborating on a project.
I did watch it Linda and my reaction was similar to the people in the stands.
Linda-
That video was amazing!! I think it truly defines the difference between "what is right" and "what is right for me".
If you do what is right for your clinets and prospects, eventually you are rewarded. Maybe not immediately, but people remember when others do what is right...
Wow, I think I almost teared up on that video... just a tid bit.
I personally avoid muckraking, even when it comes to competition. Unless I know my competitor is truly evil [and how do you judge that objectively anyway?], I keep my feelings to myself and try to bring my best effort to the table. Maybe it's the hippie in me or my belief in karma, but I don't see the need to perpetuate negativity in any form.
I would much rather do what the homerun champ did in the video than try to benefit from their misfortunes. Thing is when considering it in a business sense, if I am in dire straits, then I would imagine my feelings would be different. I would still struggle with what to do though, as I know I have been bested.
Hi Linda:
Great lesson, I actually try to compliment my competitors whenever possible. I have found the opportunity usually comes around again and I get the business eventually.
Always take the high road...
Thank you, Walt!
A good friend of mine is fond of saying, "you catch more flies with sugar than with vinegar."
I have always found it difficult to trust someone who is blatant about talking negative about their competition. You get a better response if you point out your own srtrenghts and explain to them why it makes your product a better fit. If you can't demonstrate your value then maybe you are selling the wrong product.
Whenever I watch a motivational video I rewatch it to see what I missed the first time. Did you catch the statement about the two teams being involved in a very tight title race? Did you catch that the Central Washington players not only carried her home for the third run - they carried her home to score the winning run, the run that cost them the game! Did you catch Mallory's statement that they did it because Sara deserved it? Did you catch the fact that the entire incident happened because the umpire did not know the rules?
When you really listen to this story you see this not just as a heartwarming story, you understand how so many things lying underneath the surface of a story can take something magnificent and increase the splendor to atmospheric proportions.
That is exactly my point, Rick - thank you for putting it so eloquently.
I also saw that the Central Washington players eventually won the championship, even though they lost this particular game... this story has so many wonderful aspects and lessons for all of us - - and has me thinking, in every situation since I've watched it, if I would "carry my competitor home," and if not - why not?
Happy Holidays!
Nicely put Rick.