Do you ever mention competitors in your demo calls ?
Toni
33 replies
Founders are often afraid to mention the competition, almost like they pretend it doesn’t exist ?
But imo it’s ok to aknowledge other solutions’ qualities to solve specific use cases your tool cannot.
Builds trust.
WDYT ?
Replies
Elena Tsemirava@elenat
We do. This helps to show our strengths
Share
In case of Big difference in USP or value prop, should name competitors. In case its a "me too" product" and no clear difference, don't name.
If you have something as a competitive edge over your competitors you can highlight it even more by sharing that they don't have it.
@razayousaf exactly.
And also be transparent when asked about an area where you are not as good as others instead of pretending to be
Elon Jump
Nope. I wait for customers/investors to do the work for me. Saves a bunch of time, and you get some really cool insights.
@edena 100% agreed.
Most of the time you are in a competitive market. It’s more effective and trust-building to explain where you excel and where you can improve. As well as mention when you don’t solve the need and point the customer into the right solution, instead of trying to force them into buying yours which will result in churn quickly 😅
I also think it's okay to mention competitors' names. Isn't that pretty common?
@udaya_sri unfortunately , I still see many founders who are afraid of “comparing” themselves or try to hide the competition when they demo
I mention competitors in demo calls when it’s relevant and adds value to the conversation. It helps highlight our unique strengths without downplaying others, showing that we understand the landscape and are confident in what we offer.
I think have an eye on competitors is an edge of your business.
Depends on the competitor and context. If it's a well-known alternative that prospects often compare you to, then mentioning how you uniquely solve pain points can work well. Just keep it positive and focus on your strengths rather than their weaknesses. In other cases, better to focus the convo entirely on the amazing things your product enables customers to achieve! Make it about them, not the competition.
@declanxavierholbrook 100% aligned yes
And you re right about being positive. My point is exactly about aknowledging your competitors’ strengths and not simply exaggerate their flaws.
To me that shows your prospect that 1) you are an expert of your market 2) your are transparent 3) and builds trust.
In my experience, it's best to avoid directly mentioning competitors by name in demo calls. Instead, focus on highlighting your product's unique strengths and the value it provides. You could say something like 'Unlike other solutions that only offer X, our product goes a step further by also providing Y and Z capabilities.' This positions your offering favorably without coming across as disparaging the competition.
I personally dont prefer it! Customers will see value and differentiation in a product that strong. Having said that, Customers often ask how is your product different from 'xyz' competitor. In such a case i have a compelling answer ready!
@vidhi_nagpal thanks for sharing. The idea is not to sell other products of course, but based on the customer needs and requests, a knowledge where you are the best fit, and where you can improve. And if your product can’t solve their problem, accept to direct them to a solution that will. That’s how I approach it.
I generally avoid mentioning competitors directly. Instead, I highlight our product's unique strengths and the specific value it provides for customers. Focusing the conversation on how we solve their problems keeps things positive and productive.
Defintely. It’s important to be transparent about how our tool compares and where we excel.
Yes, because if want to highlights your core features and what set apart your product from others, but it should be in a settle way like you should not direct comment on your competitors!
Yes, and sometimes been asked to as well. Mostly they ask about how we differ from our competitors.
@nupur_tevatiya exactly ! And nowadays, most of the time when they come to you they already checked the competition.
That’s why I always start by asking what their goal is and what they try to achieve, so that can mention the competition if needed even before they ask. To show my expertise and what makes our tool stand out
If you want to emphasize how your product differs from or outperforms a competitor, mentioning them can be effective. Focus on the unique value your product offers without disparaging the competitor.
I agree, acknowledging competitors can actually build trust. It shows you’re aware of the market and confident in what your tool offers. Transparency is key.
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Yes, I do mention competitors when relevant. It’s important to be honest about where your product excels and where others might have strengths. helps in setting realistic expectations.
@allen_deck totally agree. And I believe transparency and confidence in your product also build trust and create rapport
Absolutely, mentioning competitors can be a great way to highlight your product’s unique strengths and build credibility. It’s all about providing a complete picture.