Pilot Programs Build Trust
“Running the pilot program allows the customers to see their problems being solved, thereby earning their trust in your product and company. It also involves the customers in the process itself. It enables your customers to see how your company operates, how you respond to their needs, and how you react when something doesn’t work as expected.
For example, even if your product doesn’t work exactly as planned in the pilot program, but your customer saw how quickly you resolved any problems that arose, that will often strengthen the relationship and his or her trust in you. That trust factor is more important many times to moving forward with the sale than the way the product works.”
[Excerpt from my new book – “Stop Hustling, Start Scaling.”]
Download the ENTIRE Book here: http://bit.ly/2ISZxNA
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