Accelerate Business Group, LLC

When you make an offer to a prospect, you have to give them something to believe in. This something is evidence in support of them realizing the benefits of your offer. In other words, you have to convince your prospect you can deliver everything they are buying – not your physical goods and services, but the benefits they expect to enjoy.

Here are eight reasons your prospect can believe in you and your business:

• Risk reversal guarantee. Take the risk out of being a customer. Get creative. Offer a guarantee only someone who is supremely confident in their abilities would ever dare.
• Industry awards and recognition. If you’ve won any relevant awards, display them.
• Testimonials. Testimonials from relevant sources are extremely convincing of your ability to deliver your stated benefits.
• Pedigree. If you have a rich heritage, relevant to your offer, tell everyone.
• Degree. If education counts in your business and you have a lot of it on staff…let us all know about it.
• Publication. Wrote a book? Had an article published? There are few things that impress or say you’re qualified like having something in print.
• Industry Affiliations. You are known by those you keep company. Be sure you participate in a meaningful way, not just pay dues and attend meetings.
• Case studies. Write a paper on a success you’ve significantly contributed to.

There are eight ways to provide proof to a prospect that you can deliver the benefits you offer. Through a combination of these eight ideas, you need to provide your prospect overwhelming evidence you are the right business to engage in a relationship with and become a customer.

And don’t give a prospect one reason to be a customer, give them more reasons than they require.  When convincing a suspect to become a prospect or a prospect to become a customer, it's not a good time to be modest or hint at the confidence in your offer.  

What would you add to my list?