Trust trumps transactions. We really learned this lesson when we were trying to get our first customers for our outsourced sales service.
Nobody will ever buy your product if they don’t trust you. Everybody gets that in theory - but few people know how to use that in the sales process to close more deals. When we launched our outsourced sales company we used fake names. We were in stealth mode and didn’t want others to know about our new venture yet.
So we had zero credentials, zero credibility, zero references, nothing but hustle. And we wanted other startups to pay us for selling their product in their name. That requires a lot of trust. How did we do it?
How could we get a company’s CEO to ...