Ingredient: Professional Credibility
If you find that prospects tend to ask a lot of questions about your background and experience, increasing your professional credibility may help to make the sale go through. Using the marketing strategies of public speaking and writing and publicity are one way to do this. Networking or volunteering in a professional association (yours or the prospect’s) is another. Referral-building activities focused on prominent center-of-influence people is a third.
Take a hard look at your credentials: work experience, formal education, speaking and publication credits, professional affiliations, and visible achievements. Based on what you see, would you hire yourself? Without a strong recommendation, prospects may be ...
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