One of the best ways to capture a prospect’s attention is to highlight your experience working in similar situations. While it’s not necessarily a good idea to “toot your own horn” (particularly when you’re first introducing yourself), emphasizing specific experience working on similar projects can instill a sense of trust and confidence in your ability to accomplish what you are proposing.
So how exactly does one build confidence? Well for starters, be sure to ask questions that reflect segment-specific knowledge. Provide a few insights during the initial meeting that imply that “there’s a lot more where that came from once you engage our services.” Drop names of other clients for whom you’ve delivered successful results. These and similar strategies underscore that “this is not your first rodeo,” and that your plan is not to compensate for your lack of prior experience by “figuring things out on your client’s nickel.”
You’ll find it a lot easier to close the sale once your prospect realizes that you’re simply proposing to build upon the success you’ve delivered for other clients in similar situations. At that point, the prospect will relax and the need for additional due diligence will likely evaporate.
Love one of our blogs? Feel free to use an excerpt on your own site, newsletter, blog, etc. Just be sure to send us a copy or link, and include the following at the end of the excerpt: “By Mark Jewell, Wall Street Journal best-selling author of Selling Energy: Inspiring Ideas That Get More Projects Approved! This content is excerpted from the Sales Ninja blog, Mark Jewell's daily blog on ideas and inspiration for advancing efficiency. Sign up at SellingEnergy.com.”
Want our daily content delivered to your inbox? Subscribe to the Sales Ninja blog!