From the course: Selling into Industries: Manufacturing
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The power of references and industry credibility
From the course: Selling into Industries: Manufacturing
The power of references and industry credibility
- Imagine being one of your customers, that manufacturer that has to decide which sales person to talk with and which one to do business with. Not an easy choice, is it? Your manufacturing customers are inundated with salespeople calling them and asking them for their time. Your best shot of getting in the door, being the sales professional they choose to meet with, is to build your industry credibility. Use your references, testimonials, and social proof to convince them you are the right choice. Industry credibility is your reputation in the industry. Think about this as it relates to your manufacturing vertical. Does the industry know you? Have they heard of your product and service? If your customers were to describe you to someone, what would they say? Your answers, well those are your industry credibility, your reputation in the marketplace. The more you do to build your reputation, to strengthen your credibility, the easier it is going to be to sell more to your existing…
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