The biggest barrier to attracting new customers and clients is credibility.
Your prospects simply don’t believe you.
They’ve been burned before.
In many markets , they’ve already heard all the promises. Making a bigger promise doesn’t solve the problem. In fact, it can make it even worse.
That’s one of the reasons referrals are so powerful. When a friend recommends you,
you’ve already crossed the credibility chasm.
If you’re trying to reach a big client, first consider any possible referrals you could have to them. Do you know anyone who can refer you? Do you have connections on Linkedin to reach them? Who do you know that may be in their network?
Never underestimate the value of referrals.
But let’s say referrals aren’t an option. And let’s go even further. Maybe you’re just starting out and don’t have any testimonials either.
How can you create instant credibility for what you offer?
The secret is demonstration.
When I first started talking about email marketing, I demonstrated multiple times just how effective it was by doing big email promotions in front of a live audience.
People told me those events changed their lives.
I’ve recently been training business coaches along with Dr. Glenn Livingston.
One of the systems we show our new coaches is how to review a potential client’s website or other marketing materials with the Golden Glove.
When you know what you’re looking for and exactly how to improve the number of new leads coming in, it only takes a few minutes to demonstrate your expertise.
For example, a coach recently told us he mentioned the golden glove while at a networking group and several people wanted to know more.
Within a few minutes of sharing, one of the people was ready to speak more about becoming a client.
Another technique we share with our coaches is creating a specialized report that illustrates key insights which can be used to generate more leads and customers for niche business owners.
This is a lead magnet that can demonstrate their expertise and immediately create credibility.
Give value first.
If you’re selling any type of coaching, consulting, or service, you can best demonstrate your value with customized advice which applies to your potential client now.
With a mass audience, you can do this through other content methods such as a webinars, videos, and more.
If you’re selling a product, demonstrate it.
Watch infomercials and commercials. How many of them demonstrate their product in action?
At the make-up counter, they’ll demonstrate their product. At the grocery, they sometimes have employees sharing samples of a new product to taste.
You can show a product in action using videos with almost any type of ecommerce site.
If you’re selling software, you can provide a demo/trial account or at least show a video/webinar of the software in use.
Running a blog or email list can be a demonstration of the content you share.
If you’re going to sell more of your products and services, you need more proof and credibility.
Ask yourself today, “How can I better demonstrate my products and services in action?”
The answer to that question may be more valuable than anything else you can do for your online business.
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