At a conference recently another attendee said prospects don’t believe what he’s telling them.
“Prove it” they’re (literally) saying during his presentation. To solve this, his solution was to ask corporate partners about designing collateral, concrete proof to back his point. My question is…
Why are prospects asking for anything to be proven to begin with?
“Prove it” = I don’t trust you.
“Prove it” = You’re not an authority. (When’s the last time your doctor had to “prove” his/her prescription?)
“Prove it” = We’re not connected.
Let’s work on trust and connection first; then never “prove” anything again.