The Need For “Proof”

Whether you are doing online or offline sales, the main question your prospects will ask is why should they trust you?

Why should they engage your service? Or buy your product?

The biggest obstacle to getting the sale is displaying adequate proof.

Proof that you are able to do what you say you can do.

Proof that it is safe to do business with you. Proof that there will little to no risk.

I’ve lost sales before. I’ve made unconvincing presentation too. Because I failed to show enough proof. So don’t repeat the same mistakes I made.

Here are a few good ways to ramp up your “proofs”:

• Display successful case studies – how, who what, when, why – explain in specific terms how your service/product has helped…
• Testimonials – better to let a 3rd party brag for you…
• Show videos/images/pictures (optical proof) of results/products – People are visual creature. They tend to believe more when they see…
• Show relevant certifications – I’m talking about security certifications… educational certifications…industry accredited certifications and so on…
• Show facts and figures – people are more taken in by numbers. The more specific the better. If they can see that you can go down to that detailed a data, then it must be true…
• Money back guarantee – To show proof that you are supremely confident of what you can deliver. If not, your money back. Not suitable for all though.
• Display client logos – rub their credibility to you. It’s the power of association.
• Quote relevant quotes by authority figures that will help your cause. Again it’s about the power of association.

Do you have anymore you can think of? Are you showing adequate proof today?

Let me know what you think?

All success,

Jag Foo

[tags]business, customers, business, proof, testimonials, case studies[/tags]

Proof is in the pudding – always. I have a list of proof items I am ready to whip out for a sales pitch. I can show my top 5 or more rankings from memory so I can quick gun them out there. In fact I agree with almost every one of your list items except the money back guarantee. With customers that are going to be trouble, I fire them before I get too deep. The best customers don’t ask a lot of questions and they don’t lie and they pay ontime. Mal Milligan

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i agree with you to give a proof on costumer, but i usually doubt the proof that given by the seller..
many of them are just sell some rubbish..

iman hartani

blog companys last blog post..Do You Have Any Purpose to Blogging?

Jag, the positive feedbacks/proofs are necessary, especially for convincing the customers! However, don’t try to create the fake proofs, as you would be in disgrace, if the customers found out the truth behind it!

@Iman & Wilson:

Yes, keep it real. Don’t fake it. But you know, for some people, they prefer to fake it till they make it.

Jag

Great tips Jag, and versatile and relevant to both the online and offline sales games.

Proof, or trust, is such a difficult thing to instill in potential customers, especially for new businesses. Spot on advice with the testamonials and such :)

Cheers,
Ed

Hi Jag .. What I can say when I stumble upon your post is ” WOW ! this is really good tips to Follow if I want to succeed in Business ! ” Thanks again man…Bravo!

Firdausz

Trust is really hard to acquire. You think they already trust you but in fact they do not!. Real person were very hard to find these days. Almost everybody has hidden agenda.

Yes, it is important to have adequate credentials when one provides a service. Feedback from customers, testimonials, success stories, war stories and so on. Keeping track of one’s work and keeping our customers informed is useful. :)

Yaravi

You’re right, proof is very important. And sometimes things like testimonials are not as convincing because there is no proof that they are genuine. So it’s best to have proof that doesn’t need to prove itself. For example, if you can show a letter from a former satisfied customer with their company letterhead on it, that would be a better testimonial proof than just a printout of the statement. Or if you can show one of your clients praising your product/service on their website, that would be great proof.

Janed

Jag, I heard from my friends, where there’s a bunch of webmasters paid the users to create some fake “testimonials”. If this is a fact, then it’s useless to read the testimonials!
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if you can show a letter from a former satisfied customer with their company letterhead on it, that would be a better testimonial proof than just a printout of the statement. Or if you can show one of your clients praising your product/service on their website, that would be great proof.

Useful tips. Especially some tips are more relevant for specific segments for example startup firms should indulge in moneyback guarantees and mid sized companies should show their clients and large companies can brag about the testimonials they have. Very much relevant!

Showing proof will give you some credibility. But it is not enough these days. There are many scammers out there claiming to be miracle workers, but all they want is to get your money. This time it will be more on establishing authority with your market. How about giving free trials? It is one good strategy.
- chase
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simple tips. And useful very much. Yeah all the points are explained well by Jag. Thank for share..
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Khabib

This is a brilliant and timely post, for today or next year. As a support specialist I am frequently asked if we offer free samples. A polite “no” and a quick “however” followed up with… you can visit this site and see an example with testimonials, that usually clinches the deal for them and produces a sale. But only because my boss has done his homework!
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Great post on a subject that doesn’t get covered often. Good practise to remind your self proof is important and we should be looking to improve all the time.

Nicole

Trust factor is very important not only for visitors but also for search engine ranking.I read somewhere that a website without contact us page is not trusted so much by major search engines.An email id and a contact no. is must

Thanks
Neo
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I think what I’m going to say is not very original but… Thank You for the tips :) I hope I will use them in near future. Thanks.

Juanita

Another way to provide proof is to show them the money, to show them how it worked for you and produced results, although so often proof can be faked. Still though, you have to try and show me.

Dave

This is an interesting topic.
In my view, the single most important factor in establishing trust online is the website. I think people make instant judgements about a business’ credibility based on thier website.

Yes right buddy. Proof is must for the online Business.You have included some good points to convince people that it is not a fraud..

Yes it is necessary that you show proof of how trustworthy and efficient you are. Is it an advantage then if you invest in branding? Is Money Back Guarantee can really develop my business? Wouldn’t it be detrimental especially if the business is just starting to grow?

John

GIVING THE PROOF OF A PARTICULAR SERVICE MAKES THE CUSTOMER VERY WELL RELAXED & IT ALSO HELPS TO MAKE OUR GOOD IMAGE IN FRONT OF THE CUSTOMER!

Great stuff! For Online Business, proof is important. You have listed some better tips about the business proof.

Thanks for sharing.
Paul
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“Proof that it is safe to do business with you. Proof that there will little to no risk.”

This is actually very hard to do. With all the spam going around, you just can’t help but be wary of doing business online.

This is basic, but some do forget it. Why would you buy a product that does not back its claims? Thanks for pointing that out.

Thanks for the tips on how to show proof. Don’t you think investing on brand could be effective as well?
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My mum has always teached me that proving something to somebody is a waste of time – it’s practically useless.

“Proof that it is safe to do business with you. Proof that there will little to no risk.”

it might scare away potential custumers if you minimalize the risk. Better keep it as real as you can :)