Offer proof of concept or pilot programs to build credibility from "summary" of Selling to Big Companies by Jill Konrath
When you're trying to sell to big companies, you need to establish credibility right from the start. This is especially important if you're a small or unknown company. Big companies are cautious about doing business with new vendors, so you need to show them that you can deliver on your promises. One way to do this is by offering proof of concept or pilot programs. This allows the company to see your product or service in action before committing to a larger purchase. It gives them a chance to test drive what you have to offer and see the results for themselves. This can help alleviate any concerns they may have about the quality or effectiveness of your solution. By offering a proof of concept or pilot program, you are showing the company that you are confident in your offering. You are willing to let them see for themselves how it can benefit their business. This demonstration of confidence can go a long way in building credibility with the company. In addition to building credibility, a proof of concept or pilot program can also help you better understand the company's needs and demonstrate how your solution can address them. This hands-on approach allows you to tailor your offering to the specific needs of the company, making it more likely that they will see the value in what you have to offer.- Offering a proof of concept or pilot program is a powerful way to build credibility with big companies. It shows that you are confident in your offering, willing to let them see it in action, and committed to helping them achieve their goals. By taking this approach, you can increase your chances of success when selling to big companies.
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