How to Win Clients From Competitors (Even If They’re Locked Into Contracts)

Want to steal clients from your competitors but keep hearing, “We’re tied into a contract”?

Instead of waiting months (or years) for their existing deal to expire, remove the biggest objection standing in your way.

Here’s how…

Offer Your Service for Free Until Their Contract Expires

If a prospect is interested but tells you, “Let’s reconnect in five months when our contract ends,” that is a clear buying signal, but their existing contract is stopping them from making the switch.

Instead of losing momentum, counter with this offer:

“Sign up now, and we’ll provide our service for free until your contract expires.”

This means they won’t have to pay double fees, eliminating their biggest reason for delay.

If your product is sticky, has high margins, and can deliver value quickly, this offer could be a game-changer for your sales and marketing.

Why This Works

1. It removes friction
   The number one reason prospects stay with a subpar solution is cost duplication. Offering free service during the contract overlap eliminates this financial burden.
2. It speeds up sales cycles
   Normally, prospects would revisit the decision when their contract is up, but by then, they may have re-signed with their existing provider. This offer gets them to switch now.
3. It gives your marketing a competitive edge
   Turning competitor contracts into a campaign can generate inbound leads. Run targeted ads and create competitor-focused landing pages to attract businesses actively looking for a better solution.
4. It empowers sales with a structured offer
   Equip your sales team with a PDF brochure outlining the offer, including terms, benefits, and a comparison of your product vs competitors. This helps them present the offer clearly and persuasively.

How to Execute This Campaign

1. Identify Competitor Contracts
   • Train your sales team to ask prospects early on: “When does your current contract expire?”
   • Run a survey or offer an incentive for existing leads to share contract end dates.
2. Create a Targeted Offer
   • Craft messaging that speaks directly to contract-locked prospects: “Switch to [Your Product] today and use it for free until your current contract ends.”
3. Run a Paid and Organic Campaign
   • Promote this offer via LinkedIn and Google Ads targeting competitor keywords.
   • Share case studies of customers who made the switch.
4. Structure Your Terms
   • Define the maximum contract overlap you are willing to cover.
   • Ensure the customer signs an agreement committing to full pricing once their existing contract ends.
5. Arm Sales With a PDF Brochure and script
   • Create a one-page PDF that explains the offer in a clear, compelling format.
   • Include a competitor comparison to reinforce why switching now makes sense.
   • Ensure every sales rep has this ready to send to prospects during calls and outreach.
   • Equip your sales team with email templates and call scripts to present the offer persuasively.

Final Thought

If your product delivers strong value, you will win over customers while your competitors lock them into outdated contracts.

This strategy is not for every business, but if you run high margins, have a sticky product, and need a competitive edge, it can be a game-changer.

Need help creating a marketing campaign like this? This is precisely the type of marketing campaign that we at Rocket SaaS make for our clients.

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By Ryan James

Founder @ Rocket SaaS