Prospects Are Hesitant Because Of The Uncertainty Of The Pandemic. Here's Something You Can Do About It!

Yesterday, we discussed the importance of social proof during times of uncertainty.

We focused on a very specific type of testimonial that can help combat uncertainty with your prospects.

Here’s another form of social proof that you’re actually quite familiar with but probably not in the context that I’m about to offer it.

Providing references (especially right now) can help prospects get off the fence of uncertainty because;

It offers a peer to peer dialogue and I don’t care how good, or how trustworthy you are as a sales rep;

A prospect needs an answer to the question;

“Who says so besides yourself?”

So far, I really haven’t offered something you didn’t know already, so let’s add two things to this concept of providing references.

First, you’ll have a higher probability of tipping the scales in your favor if you can provide a reference/references of those you’ve been able to help during the pandemic.

Why?

Because your prospect is hesitating BECAUSE OF THE PANDEMIC and speaking with someone who took the risk and benefited can put them at ease!

Assignment: Go back to everyone that’s purchased your solution during the pandemic and first ask for a testimonial. Once they provide it, ask if it would be OK to use them as a reference assuring them that you’ll always give them a heads up before someone calls.

One more thing . . .

In the past, I was a big advocate of NOT providing a reference until I had a commitment to move forward pending a favorable review.

With many buyers scared, hesitant, skeptical, and embracing a “wait and see” attutude;

I’m now in favor of providing the reference at the first sign of hesitation.

Are you ready for the reopening phase?

Join us on June 25th from 11:30 am to 12:30 pm EST as we explore;

How To Become More Valuable and Relevant To Your Prospects and Clients During The Reopening Phase.
4 Approaches To Finding New Opportunities During The Months Ahead.
An Important Tactic To Ensure That You Remain “Top Of Mind”.
4 Email Templates That Will Help You Stand Out Right Now.
2 Phone Scripts Designed For The Reopening Phase.
How To Keep Your Deals On Track When Your Prospect Is Incredibly Distracted.

When?

Thursday, June 25th, from 11:30 am to 12:30 pm EST

What’s Included?

(1) 60-75 minute live training

Webinar Replay

4 Email Templates

2 Phone Scripts

1 Follow Up Cadence To Keep Your Deals On Track

How Much?

$99

Paul Castain's Blog