First of all, you should find out what is the status quo of your prospects. In other words, what are customers likely to have in place right now, instead of using your products.

When you are aware of these, it will make it easier to communicate with your prospects, since you will be able to show them where they could get the value from using your product.

1. What can you learn from your competitors and start using it today in your day-to-day operations?
2. Are there any low cost solutions that add massive value to customers?
3. Do you think it would be useful if you checked your competitors in this way on a regular basis?

When creating your marketing strategy, remember that the status quo is your biggest competitor.