I don't think customers will take the risk of buying another supplier. Because he wants to do the same product that another of our customers does, another customer does it well and exports it to neighboring countries. So he doesn't want to take risk of buying equipment from other vendors.
Of course, you can't do nothing, you need to carefully analyze the customer, this time you can use a thinking model FABE to help you clear your mind:
1. F=The performance of the product
2. A=The advantages of the product;
3. B=The benefits that customers can;
4. E=Evidence of success project;
Instead of just worrying, think hard and actively find a solution.
