Boosting client confidence is key to sealing the deal. Let’s explore how to make your prospects feel good about their decisions with you by offering proof they can’t ignore.
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In a previous video, we were talking about this concept that our job is to help people feel good about the decisions they make with us, that we have to build up their confidence so that they not just feel like they’re making a decision, but they’re actually making a good decision that is going to benefit them in the long term.
One other way that we can give them this confidence and make them feel good about the decision is to offer proof.
Specifically, Who else is using this? How are they using it? What benefit are they getting? We could offer them data, research tools, studies – many of my clients have done long term studies on many of their products.
We can show them that kind of data.
We could use calculators.
If you’ve got return on investment calculators, even better if you can do the calculations in front of them.
Some of my clients have become so good at understanding the math behind their, ROI calculators.
They can do it on a piece of paper with a pen right in front of the customer.
And that proof works better than even taking it away and working up the numbers behind the scenes, and then presenting something formal to them.
The more proof you can provide your customers in a variety of forms, the more confidence they’ll build.
Proof that also be in the form of multiple decision makers.
It could be data that’s in the public realm.
It could be in presentations or conferences.
But think about it this way: what kind of proof can I offer in what media types? And try to hit multiple types of media with multiple different proof points throughout the sales cycle, so that your client constantly hears about the great work you’re doing and can feel more confident in doing business with you.
Don’t forget to check out: Stop Talking – Start Asking!