When looking at a potential customer it’s important to know whether they are looking to try something brand new or if they are looking to try something different.
As an example, if you are trying to sell a piece of software to a new customer it’s completely different if they are using a competitors software as opposed to using nothing at all.
A person who regularly stays at one hotel requires a different “pitch” to sell to than one who has never stayed at any hotel in the area.
A camp owner who is trying to get a child to come to camp for the first time might use a different pitch than trying to get someone to switch from another camp to their camp.
Knowing whether it’s a new customer or a switching customer can make a HUGE difference and treating them the same can result in them not considering being a customer going forward.
Have a great day!