When I speak with a potential client, I tell them this isn’t your band-aid or just a simple system to get the work done, it will continue to work in other areas, just tell it what to do.

By us designing a system on compound growth methods and with the ability to be versatile in expanding in other areas, knowing this, it gives ME the advantage to talk more to the potential client and find out even more of his/her needs and then I’m able to create a virtual road-map FROM their current need to all their future needs that they did not intend to mention to me initially giving me credibility to inspire them to move on with us and our products/services.

We do it at a pace that is comfortable to them and before you know it, the first year and more have passed by and they are happy and moving at a pace that is comfortable to them since they are able to control it from the start.

What I have done is switched the credibility issue in their shoes by making THEM be the one to show me THEIR credibility by choosing us. If they don’t choose us, then they will know they made a mistake.

If you ARE NOT completely honest & upfront with a potential client in the first meeting or first conversation, you significantly diminish the chance they will do business with you. Even if you don’t have EVERY answer, it is better to say, “I am not certain, let me double-check and make sure I sharing the most accurate information with you,” rather than lie or fumble over your words.

My grandfather once told me that in life we are only given one reputation, it should be treated very carefully because if tarnished once it takes a lifetime to clean. CREDIBILITY IS KEY!

Your only value to a prospect is your ability to listen and to follow through. Keep your promises and your credibility will climb.

Credibility building & Risk minimization:

1. Needs to be done at all the key decision makers level. Understand their role in the organization, their key responsibilities, the tangible and intangible impact of the solution that you intend to sell and above all, each of their personal agenda;

2. Build your own ‘personal credibility’ with each of the prospects. Go slowly. Do not think of selling anything but creating an opportunity where the prospect can test you personally in terms of integrity, delivery, ability to be carry the customer flag/business issue in your own organization.

3. Provide an understanding of the customer organization in terms of ‘key strategic business issues’ which define the prospects organization position/fit with its external environment and key stakeholders;

4. Before even seeking a meeting with the key decision maker, you have to create an environment or education about yourself that is compelling in terms of ‘credibility building’. This can be achieved through building network with other SBU of the prospect’s business, solving small tactical issues, maybe highlighting a new business process or model, which can create a suatainable business for the prospects organization etc. This excercise does not go waste. This will create a ‘positive voice’ about you in the prospects organization and it will reach the key decision makers ears. Remember, in today’s busines times of ambiguity and uncertainity, all SBU work in unison. Even though the key decision maker might be one person, but he still will need buy-in, yes, buy-in friends. It is a difficult job but who said complex solutions selling is easy;

5. Whatever, you create in front of the customer, your own creditibility, you have to do the same for your own organization. You have to build that same faith in the eyes of your prospect about your own organization in terms of ‘customer focus’, ‘delivery’, ‘verticals specific knowledge’, ‘innovation’ and many other things;

I hope this helps. There are many other key areas that also come into play. But aboveall, is your own self, people buy from people, just be humble and show to the customer that this partership does not end with this sale.