The video angle
Record once. [First Name] is the only variable — swapped by Sendspark at send time. When recording, lead with confidence — not anxiety. Acknowledge they're likely evaluating alternatives without naming anyone. Reference the most common reason companies switch to you. Close with a time-bounded ask. Script: "[First Name], if you're evaluating your options right now — good. You should. All I'm asking for is 30 minutes before you finalize anything. The thing our customers tell us most often after switching is [most common reason people choose you over alternatives]. That's worth a conversation. Scan the code."
Automation & CRM triggers
- CRM Trigger: competitor field populated on a deal OR deal tagged 'Competitive' by the rep
- Manual gate: AE must review and approve the send within 12 hours. Competitive deals need human judgment — this is not a fire-and-forget automation.
- AE adds one field: 'Competitive context' — one sentence on what they know. This feeds the note card inside the box.
- Slack fires immediately to AE, SE, and AE manager: 'Competitive deal flagged — box pending approval. [Name] at [Company].'
- Post-delivery: AE is assigned a mandatory 24-hour call task. No delegation. The first follow-up on a competitive deal must be personal.
The QR landing page
A competitive-specific page — built for someone who is actively comparing: switching success stories from 2–3 customers who considered the alternative and chose you, a direct comparison on the 3 dimensions prospects care most about, and a '30-minute comparison call' booking link. Confident, factual, no cheap shots.
Follow-up sequence
- Day 0 — same day box ships: AE sends a personal email. 'Before you make a final call, I want to make sure you've seen this.' Arrives before the box.
- Day 1 post-delivery: AE calls. This call is non-negotiable on competitive deals — a voicemail is acceptable but a live conversation is the goal.
- Day 3: Offer a live competitive Q&A — 'I'll answer anything you want to ask about how we compare. No spin, no scripts.'
- Day 5: Executive escalation for deals over $50K — your leadership to their decision maker.
- Day 7: Final outreach — acknowledge the situation directly: 'I know you may have already decided. If so, I hope it works out. If there's any doubt, I'm one scan away.'
Reading the signals
- QR scan = they're open to reconsidering. Book the comparison call within 24 hours — not next week.
- QR scan from a different contact at the account = someone else is in the evaluation (procurement, another stakeholder). Contact them directly and immediately.
- No response after 7 days = they likely decided. Send one final 'if it doesn't work out' email — plants a seed for the future — then close the deal as Lost.