Finally, your prospective customers need to believe you can deliver.
This means demonstrating that you are capable of fulfilling your promises and inspiring belief. You can do this by preparing data points, customer reviews, referrals, case studies, and more.
Anything you have that can back up your claims of why they need or want you, and why you are the better option than your competitors.
If you are unable to substantiate your claims, you will your prospects saying, "this is all great, but I can't risk it without any backing data or evidence that it will work."
Some folks may be willing to give you a chance, but the vast majority of decision makers will not. Make sure you are preparing accordingly by having all of this ready as part of your value proposition, in the form of additional data and documentation.
If you are just starting, you might think that this particular principle is beyond your current capabilities. You've built something in your garage and while you believe that it will help make many folks life's easier, you don't have client proof of that yet.
It is not unattainable to still find ways to substantiate your value proposition.
- Rely on available data and research within the industry you are aiming for to paint a picture of the changes your product or service will make
- Offer free trial periods to collect data and make adjustments as you go, which will also help you create customer reviews and referrals.
- Write white papers, blog posts, articles, or make videos to further enhance your points
- If you're proactive, you can also start collecting all this information from the get-go to create various case studies later on.
All of the above can serve you to substantiate your product or service in the value proposition as well.