Hunk

I started selling 'list building' SMS strategies to businesses last month and now one of my prospective clients is asking for examples of previous work and the results it saw. I only have a couple of clients so far and neither have really gotten started enough to use as examples. I don't want to lose this prospect as they have a lot of upsell potential for me later on.

What's the best strategy in this scenario? I'm at a loss. Obviously inventing false client history is out of the question, and coming clean about my newness to the field seems destined to fail. I'm at a loss here. Anybody got any advice? Should I ignore the request for example work and try to overwhelm with information packs and general case studies?

Thanks a lot.

Adrian Int

Hey there Hunk,

I see you're new - welcome to the Warrior Forum!

As for your question...

Sometimes it's all in the positioning. You don't have to (and in my book you never should) lie to your prospects or clients, but sometimes it can be helpful to focus on the benefits of it.

You're new and don't have examples to give....

This means that you aren't sharing examples of past work with any of your customers right now.

Now.. you could either say "I'm new - sorry, you're out of luck" or you could say "Out of respect for my previous clients, I can't share the details of my prior work with you - but what I can do is share the results of some very interesting studies done in the field."

If you REALLY want to sell them on the idea that you don't share the info you might even write up some sort of non-disclosure agreement.

Good luck, I know it's hard to get started when everyone wants the 30 year veteran.. haha

Cheers,
-Adrian

PS: If you're going to be in sales.. you're going to need to get good at positioning products, services and situations in a good light.. haha :-)

ATTENTION: Improve your list building. Free report and mp3

Hunk

Thanks for the reply. I am considering just saying my client's campaign results are confidential because SMS campaigns are tied into the client's wider marketing strategy and I shouldn't reveal related info/stats. Does that sound believable? I'll also hit them with tonnes of studies, etc. on SMS marketing's effectiveness to distract them.

mcfcok

Could you not offer him some kind of goodwill trial?ie let me prove to you this can work for your business.

1st month free perhaps or some kind of deal that at least gets him to say yes. Because your new it's a credibility problem....

Adrian Int

This is an option as well, and not such a bad one.

You could of course combine all of these strategies and create a master strategy! Muahaha---- you get the idea.


"You have my most sincere apologies, but I cannot in good conscience share the explicit details regarding results past or present clients have had with my services - I hope you'll understand that it's not my place to share specifics.

However, I would be happy to show you the results of publicized data on the success of mobile marketing campaigns. I have many, many studies handy if you're interested.

If not, then I am prepared to offer you a compromise.

I understand why you might be hesitant to work with someone who cannot prove their value to you. Many of my clients felt this way to begin with, but what they've found after trying my services is that I am a professional that can get them the results they're looking for.

So here's my offer: We'll go ahead and get this project started together. I will allow you a taste of what I have to offer for the first month without charging my normal fee. If you find my services to be what you're looking for, then we're continue with business as usual.

If not, then we'll part ways with no harm done.

Does that sound fair to you?"


... or something like that.

Cheers,
-Adrian

ATTENTION: Improve your list building. Free report and mp3

MoBuzz

I give prospects a 30 day free trial. I would suggest doing this atleast until you build up your portfolio.

Hunk

Some good advice here, thanks. I ended up just offering a free trial, which I hate to do but I guess it is necessary. Hopefully they take me up on it, they are already asking about my Facebook design services and they have so much potential to sell marketing services to if I can convince them I am legit.

MyNameIsAlex

Nice idea with the NDA, I think it might make you look more professional too, possibly get you more referrals. Thanks