No one wants to be the first to purchase an unproven product or take a risk on an untested new service. Itís not good business sense and itís potentially embarrassing.
Thatís not a problem for you, right? Everyone knows about your terminal. Your check services are well known. Your company has a stellar reputation. This isnít an issue for your, right?
Wrong! No matter how well known you believe your product or service to be, when you meet your prospect for the first time, he may have never heard of your company. Furthermore, he may feel as though he is the first or only person to use the product or, he may have a suspicion that others have used the service and were dissatisfied. He does not know about the hundreds or thousands of companies who use your service. How could he?
How do you let him know about your happy customers? You can tell him, but thatís a little dry. They need to have a face with the name, a story with the number.
Try to find satisfied customers that are in the same business as your prospect. Look for news articles about companies who use your service. You could even carry around a camera and take a snapshot of our satisfied customers, in front of their store or at their point of sale. Anything that can personally "introduce" your satisfied customers to your potential customers will help him feel confident in his decision and know that his is not alone.
Knowing that other savvy business professionals have made the decision to purchase your product, and knowing that those professionals are happy with the decision, will put the prospect at ease and help him make the decision to sign with you as well.
