To earn a skeptical client's trust, it's essential to start by demonstrating your team's expertise through relevant examples, clear communication, and transparency. Building trust also involves listening to the client's concerns, addressing them openly, and offering a trial or short-term project to showcase your abilities. By keeping the client informed at every stage and adapting based on their feedback, you create a partnership where they can see the value your team brings. Earning trust is about proving your reliability and commitment through action, not just promises.

Listen! Sales people often talk too much. If you listen they will tell you what the reasoning is for their skepticism. Then you will have the information needed to answer any types of objections they may have.

Anytime you meet a new person or potential client, you have to be curious. First impressions are vitally important. There has to be “give and take” on both sides as each party is trying to “size up” the other. The easiest way to make a connection is asking someone what they are passionate about? What interests them? What do you want to accomplish THIS year?… and let them talk…and you actively listen… then respond with any type of connection you may have in what they said. After that, find out about their family, what they like to do for fun, build trust…then provide options on how you or your firm can HELP. Either close the deal or get permission to follow up

If your team can get a reference from a current customer to this new customer, It will be a plus for your team! You should take a advantage of your current customer network!??

I start by acknowledging their concerns and showing empathy toward their situation. I focus on transparency by providing detailed information about our processes and past successes, including case studies or testimonials from similar clients. By involving them in the decision-making process and encouraging their input, I demonstrate that their opinions matter and that collaboration is key. I ensure regular check-ins to keep them informed of progress and address any issues promptly, reinforcing our commitment to their success. Lastly, I emphasize our team’s expertise and track record, offering a trial period or a small initial project to showcase our capabilities and build confidence in our partnership.