How to handle an experience/lack of proof objection?

12 replies
In Bob Serling's Licensing course students on the Q&A calls mention that potential clients want to talk to someone who's had success with the proposed client reactivation campaign. This creates a catch-22 situation when starting out; you need the customer for proof of results, but you need results to get the customer.

Anyone have advice on how to overcome this issue early on?
#experience or lack #handle #objection #proof
  • Profile picture of the author Ron Lafuddy
    Originally Posted by Delta223 View Post

    In Bob Serling's Licensing course students on the Q&A calls mention that potential clients want to talk to someone who's had success with the proposed client reactivation campaign. This creates a catch-22 situation when starting out; you need the customer for proof of results, but you need results to get the customer.

    Anyone have advice on how to overcome this issue early on?
    This is a forum, not a blog, how come you don't participate in the threads that you start?

    What is your experience with client reactivation?

    Why are you asking so many questions on the subject?

    What are you doing with the information that you are gathering?

    Ron
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    • Profile picture of the author Delta223
      I can tell you're upset with me. I apologize if I ruffled your feathers or acted out of line elsewhere.
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      • Profile picture of the author Ron Lafuddy
        Originally Posted by Delta223 View Post

        I can tell you're upset with me. I apologize if I ruffled your feathers or acted out of line elsewhere.
        Not upset in the slightest. Just like you, I have some questions.
        Here they are again. Please feel free to participate in the thread you started.

        What is your experience with client reactivation?

        Why are you asking so many questions on the subject?

        What are you doing with the information that you are gathering?

        Ron
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        • Profile picture of the author Delta223
          I added a critical detail in the prior thread which the mods rejected for some reason. I've done marketing work for online businesses; mostly emails and sales pages. My experience is limited and not a perfect match in deliverable type or industry, but its something.

          So 0 experience with client reactivation. Although I was just able to find an e-commerce site willing to try a reactivation letter for a testimonial.

          The goal is to get a marketing consultancy up and running. My plan is to start with reactivation letters and then branch into joint ventures and sales funnel buildouts.
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          • Profile picture of the author yukon
            Banned
            Originally Posted by Delta223 View Post

            The goal is to get a marketing consultancy up and running. My plan is to start with reactivation letters and then branch into joint ventures and sales funnel buildouts.


            Why don't you start out with nonprofits (501(C))? Volunteer your services in exchange for testimonials.

            Thousands of small nonprofits are desperate for help and the US Gov forces every single one of them to have public records. That gives you data, contact info., earnings reports, etc... that you can use to help make a sales pitch while building a client portfolio.

            BTW, a lot of nonprofits are extremely profitable (millions $$), it could lead to a paying client.
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  • Profile picture of the author Jack Russell
    Easy. Show results in advance. Bob actually talks about doing a portion of the campaign for free, then charging a percentage of the profits from the rest of the campaign. Pretty simple actually. Btw, that course was a while ago.
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  • Profile picture of the author animal44
    I don't advise doing anything for free. If it's worth something to the prospect, then charge for it.

    The reason I advise a small trial run is to show the prospect you can make them money. If you get a percentage response, then you can reasonably assume that you'll get the same percentage response when you roll it out to the whole list.
    It's also to test how the prospect acts. Does he respond to requests in a timely manner? Does he pay you in a timely manner? Are they easy to work with?

    You can accept a post dated cheque for the retainer, only to be cashed if the project goes beyond the trial. So little risk for the prospect...

    Also starting with someone you already do business with - and therefore already have a relationship with - helps with any trust issues they might have. (Unless your reputation is less than stellar...)
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    • Profile picture of the author Jack Russell
      So what are you saying exactly?
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  • Profile picture of the author Claude Whitacre
    [DELETED]
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    • Profile picture of the author Delta223
      Gary Bencivenga says between the 4 Ps of sales -- Problem, Promise, Proof, and Proposition -- pouring on the proof result in the biggest conversion lifts. Its has been my experience that proofing alleviates the "Will this work/be worth my time and money" concerns.

      So I would say proof instills confidence in the prospect that you can do what you say. Or more accurately, a lack of proof adds to their reluctance to try you out.
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      • Profile picture of the author tryinhere
        Originally Posted by Delta223 View Post

        The goal is to get a marketing consultancy up and running. My plan is to start with reactivation letters and then branch into joint ventures and sales funnel buildouts.
        have you looked at russel brunsons book dotcom secrets it is only $7 bucks or so to get if you pay shipping, you can giggle that, and all options would be a starting point would they not, rather than trying to hard to pidgeon hole what might work ? seems to rigid thinking, relax a bit more you might be surprised at what does work to get you started.

        Originally Posted by Delta223 View Post

        So I would say proof instills confidence in the prospect that you can do what you say. Or more accurately, a lack of proof adds to their reluctance to try you out.
        what is you bait ? what is you no brainier product / service that people say this is low cost, a no brainier and what do I have to loose, I want in type offer?, you talk about sales funnels above but are forgetting about creating your own funnel, once they are in up sell to bigger packages etc
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        | > Choosing to go off the grid for a while to focus on family, work and life in general. Have a great 2020 < |
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  • Profile picture of the author helisell
    It's getting confusing I think.

    I'm assuming you have no problem with proving that what you propose will work?

    The problem you have is proving that YOU can do it yes?

    If you are selling this correctly you WILL NOT get questions about your ability/experience. If you ARE getting those questions [and your post doesn't say so...it just says if?] then it is just a symptom of poor selling technique and allowing the potential customer to control the interaction.

    Just get out there and have a go. If it becomes a problem then come back here and I'll gladly help you to get round it.
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    Making Calls To Sell Something? What are you actually saying?
    Is there any room for improvement? Want to find out?

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  • Profile picture of the author savidge4
    Originally Posted by Delta223 View Post

    This creates a catch-22 situation when starting out; you need the customer for proof of results, but you need results to get the customer.

    Anyone have advice on how to overcome this issue early on?
    I have said this time and again here... There is no better place to implement ideas and concepts into working models - by doing for yourself.

    You want to go out and sell landers and funnels.. create some for Amazon products, or click bank, what have you.. develop results for yourself.

    You want to have the ability to develop leads.. again do it for yourself... IF you get a client that has gone through YOUR funnel process.. what else needs to be said... You may not have "Experience" but I'm talking to you now correct? I must be doing something right.

    You want to sell hard goods.. Amazon is full of goods to sell. Gain the experience in doing so. Telling a potential client you knocked back $100,000 gross last year as an Amazon affiliate carries weight. Tell them you moved $1,000,000 and their jaw drops.

    I think to some extent we all can agree that those first few clients are hard to get... that's great.. but if you have the drive YOU can literally create the experience at your own expense - and PROFIT... which leads down the road of why would you bother with clients? but that's the base for a whole other discussion. LOL
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    Success is an ACT not an idea
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