By Jeff Thull
I'm sure you'll agree that establishing credibility is one of the most critical elements in securing a new client. The client must see you as a credible and trustworthy resource.
Often, when I ask people to describe the elements of credibility, I hear things such as:
- A proven track record
- A list of satisfied clients
- Number of years in business
- Financial strength
- Business size
And the list goes on. My next question to these people is: "How do you establish that credibility or convey that credibility to a prospective client?" Invariably, the response is, "We tell them."
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