I sell mobile web apps to restaurants via the phone. I use a 2 step process to get customers. In other words, I prospect my lists, get interested people to receive a text from me with links to about 4 current clients in their area.
Then set up a time to call back and answer any questions, see if what I do is a fit, then close.
Here's the thing, closing usually means driving to their place to pick up their check and anything else I need to complete the job. No problem. They've been local or somewhat local.
Now I need to stretch out the area. I've gotten people who want what I do, but want me to come over in person to finish the deal. They don't want to do credit card over the phone. They say that's not how they do business. Either come over and see them in person, or no deal. Grrrrrrrrr.
I know it's a trust issue. Even though they've seen I do work for others near their area. They don't want to get ripped off they've said.
I tried to explain I'm too far away and paying with credit card over the phone is how I do business.
It doesn't matter to them. I hate losing the sale, but it seems that's the way they want it done.
So......if you close over the phone with payment being done with credit card, how do you handle the trust issue? I'm kinda stumped, and don't know how to handle this.
Any pointers would be greatly appreciated.