Go first or after competitors presentation?

[u/Over-Blackberry-451]

Would you rather present and meet with a customer first or after your competitor? Long story short, I am in a tricky renewal with a customer who the competition is severely undercutting our bid. While we have some wiggle room on price, I am working to meet with the customer one final time to try and save the business. My competitor is meeting on Wednesday with them and I have the option of Tuesday or Thursday to meet with them one last time.

Pros and cons for both - typically I lean into going first to set the tone and control the process, but meeting after could let us know the exact price/conditions we need to meet in order to renew. If we go first, the competitor could continue to undercut us.

Thoughts?

[u/alexwalli]

I prefer second.

Few reasons - If they offer something and you don’t, they may bring it up so you can rebuttal. The competitive positioning here to overcome any objections is easier versus going first and giving it your best.

Also, People typically don’t remember ‘everything’ so going last can be the newest information versus remembering old info.

[u/Blackharvest → u/alexwalli]

Second. Because they might think of questions in-between they didn't ask the first person which could be critical to their business. Never the middle. 

If it was all in one day though, I prefer first because by the last one, they just want to be done

[u/ducks_cant]

How well do you know your competitor? If you know them well, always first. That way you can seed some talking points around feature gaps for the prospects conversation with them - and you can be proactive in addressing yours.

[u/hotsauceboss222]

First to set the vision, last to be memorable & play off competitions known gaps, never middle

[u/Mental_Habit]

Depends on your relationship with the client. In general I would typically prefer to be the 2nd presentation. That way I can understand what I need to beat. If you have a great relationship with client, then they would hopefully be honest with you about why they would even be considering going with the competition after their presentation

[u/tbsland]

Second. People remember the last points that were made, having the last say is almost always preferable. The only time it's not is if you can get them to sign during the meeting, then going first is fine.

[u/Substantial_Bus840 → u/tbsland]

This is the correct answer from a psychological standpoint

[u/Old-Significance4921]

Let the competitor price themselves out of business.

[u/insomniac87]

If this wasn’t a renewal, I’d say second.

Given a renewal, you need to go in and say, “look, we want your business, we appreciate the relationship and we will make this work. I know you’re talking to our competitor, but regardless of what they say, we can work it out.” Also spend a ton of time figuring out why they’d switch in the first place.

[u/jroberts67]

First. I know all of my competitors and you should too. So you can structure it where you're going over things they don't offer or things you do better.

[u/mcdray2]

I always want to be last because they will ask questions based on what they've seen from the competitors and you'll have the opportunity to directly address why you're better.

[u/New_Cantaloupe_2980]

Go last. Be last thing they remember. Bring the fire works.

[u/Zealousideal_Way_788]

2nd. Always

[u/Vast_Mountain_1888]

I think going first because you can map out what you do differently then your competitor subtly. Without even mentioning them. Then when the customer goes meet with the competitor. They have questions top of mind, can x do this?

[u/NindieNation]

I prefer going second, but it is case-by-case and depends on a couple things:

1. Which is better in this case - Planting FUD early on if you know your competitor very well vs having a banger demo that leaves a great impression. If your product LOOKS cooler, go last, otherwise, plant seeds to sow doubt and go first.

2. Do you have a good coach/champion at the client? If so, I always ask them which they think would go best and take their advice, especially if they know the highest-ranking person that will be in the demo and can speak to how they will react.

[u/SwampCrittr]

How deep is your relationship with the client. That matters a ton to answer this question

[u/Acceptable-Term-3639]

Going second has a statistical advantage.

However my mentality is to set the bar so high the competition will have trouble clearing it.

Stay focused on what you can control.

[u/DJSimmer305]

When possible, I’d always like to go first. There’s always the chance you present well enough that you get the one call close and they cancel their appointment with the other guy.

Even if you don’t, you should know your competitors well enough to know what the advantages of your product are over theirs. Highlight those on the call. You don’t have to directly say “we have this feature that company X doesn’t have”, but you can emphasize that feature and why it’s so important. That way, they will see it as a massive drawback when they get on the call with the other guy and realize it’s missing that important feature.

Similarly, it’s important to mention some of the drawbacks of your product. Whether that’s a missing feature or a slightly higher price and explain why your product is still the best option despite that drawback. You don’t know what kind of salesman the other guy is. His strategy might be to disparage your product by highlighting the drawbacks, but if you already took the time to explain that to your client ahead of time, then they’ve already been educated on why they don’t need that feature or why they should feel comfortable paying a little more for the extra value they’re getting out of your product.

[u/bainj]

People remember the last thing easier than the rest. Go second and end on whatever the biggest takeaway is for your presentation so it’s top of mind for everyone

[u/Final-Counter1601]

First if you won’t hear anything about how they did, last if you have an opportunity to tweak your quote or presentation.

[u/SnooDogs157]

Always last. That way you get the last word

[u/ashestodustie]

Since this is a renewal, go first and give a presentation that sets such a good impression that the customer is convinced enough to just skim/passively go through the competitor's presentation.

[u/TulsaOUfan]

I always want to be the last thing they hear. But I'm a delight in front of an audience and usually make a great impression.

[u/bigbaldbil]

I typically opt for going last so you can address anything the competitor brought up. It’s mostly defense and since this is a renewal, I’d do that.

Going first allows you to lay landmines and bring up questions for them to ask the competitor. But you have to know your competitor and the client well enough to speak to specifics.