When They Say: We Already Use Someone
Respect the current supplier and ask which roles they find hardest to fill; then offer to take just that one.
Common practitioner advice; no studies.
Why it works
Running down a competitor makes you look small. Asking about the gaps finds the one place they are not fully served, and a single trial role is an easy yes that lets you prove yourself.
How to do it
- Agree that it makes sense to have a supplier.
- Ask what works well with them.
- Ask which roles they find hard to fill.
- Offer to take only one hard role as a comparison.
- Never criticise the other supplier.
What to say
That makes sense. What do they do well for you?
Are there roles they find harder to fill?
Would it be a bad idea to give us just that one role and compare?
Avoid
Saying your rivals are slow or expensive. Even if true, it makes the buyer defend their choice.
Example
A Pune food company had used the same big agency for five years. Asha asked what they found hard. It was food technologists willing to work in small towns. She took one such role, filled it in three weeks, and got the next two.
Practise it
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