What's in your sales kit? A presentation, a sample of your product (if possible), and some agreements?
Most, if not all of the items currently in your sales kit are provided or created by your company. Do you have anything in your presentation kit that is from a third party? Do you have any materials that say someone other than your company believes your product is the best?
How about articles from newspapers or magazines in your presentation? If these articles are about your company or product specifically, order reprints. (Copies not only risk copyright infringement, they also don't look professional.) Such articles show that an independent party values your product and (this may hurt) their opinion probably carries more weight than yours does.
What about articles that aren't about your specific company but still establish a need for your service? Do you have any such articles to show your prospects? The news is filled with stories of Internet Commerce, bad check writers, and ID thieves. Use the news to show prospects that independent parties see a need for services such as yours. Once you've established the need, then move on to why your company is the one to fulfill that need.
Check the Web for stories. The Internet provides instant access to a variety of publications and saves a huge amount of time. Many search engines allow you to preset your criteria and set up a virtual research assistant. You only need to enter the search terms once and they will be saved to use another time.
You can tell your prospect that your product is valuable until you're blue in the face, but it will never mean as much as if you can show them that an independent party believes there is a need for your product and that your company is the one to fill that need.
