Some call it a lift. Some call this a personal introduction. In Silver Bullet Selling, we call this statement of trust. No matter what you call it, when it is done well, it creates trust and opens doors and opportunities.
In business, a statement of trust is just as important as a business card. You should be able to tell who you are, what you do and how people benefit from what you do in just 90 seconds. As we discussed in a previous article, the Agenda is a great way to start a meeting with a prospect or a client. This 45-second magic allows your potential / client to know the purpose of the meeting and what you are going to cover.
When you follow your Agenda with a brief and clear statement of trust, for example, it delivers 1-2 hits to how your prospect / client perceives you. Remember that people do business with people like trust and the way you are perceived often determines whether you get a deal or not.
A statement of trust can help you reduce the level of resistance to a purchase and let you know that you are a competent and successful professional. The positive implications of the statement of credibility: it positions you as a unique and competent expert. He will talk about how customers benefit from your product or service. He will convey your value. It will allow potential investors to understand that you have worked with companies such as their souls, before
There are four parts to the statement of trust: 1.My Company and Me 2. Typical client. 3.Success history. 4. Transition to discovery.
My company and me
Open a trust statement with a full featured introduction of your company and yourself. When I say “full-featured”, I mean a paragraph with 7-8 sentences that say: the history of your company. Your niche or your specialization of your company. 2 or 3 functions about your company. an experience
Here is an example of introduction from the world of financial services:
Mike, I do not know how much you can know about the National Bank of Cedar. In fact, CNB was founded by a small group of entrepreneurs in 1954 and became the main private and business bank. Currently, we are the second largest independent bank in the state with assets exceeding $ 16 billion. USA, and we are the only bank in the eastern United States that has been recognized by Greenwich Associates with six awards for excellence in business banking. We have more than 65 branches in the three-state district. I have been involved in banking for 20 years, and I've spent the last 7 years with Cedar National Bank, working with food companies in the Hudson Valley.
Typical client
You want to follow your introduction with a description of your typical customer. Your description should resemble the prospect or client you are talking to. This will create trust because it will give your client / perspective confidence that you have already worked with clients like him.
An example of a typical client: I usually work with large agribusiness companies that want to execute a long-term growth strategy. And I usually take over the company, and then the key executives.
History of success
During your declaration of trust, you want to share a success story that illustrates how recently one of your clients took advantage of your work with you. There are three parts telling a successful success story:
Release: Describe the problem in a few sentences. Decision. Explain how you helped your client solve the problem. Advantage: briefly explain how your client took advantage of the permission.
An example of a success story: For example, recently we were able to provide a business loan in the amount of $ 5.5 million. US frozen food companies so that they can upgrade their flash freezing equipment and add 10,000 square feet to their production facilities. Of course, we also welcomed the opportunity to work with the business owner to achieve personal financial goals, and we were able to provide a financial financial solution to help him finance a holiday home in Lake Placid.
Transition to discovery
The last part of your statement of authenticity moves to the detection phase. We turn to the search for permission to ask questions. As with the transition in the Agenda, we expect our prospect / client to say “Yes” before proceeding further.
An example of the transition to detection : Now that you know a little about Cedar National and me, may I ask you some questions (Wait, yes!)
Reserve power
Reliability statement is a powerful tool that you can use to quickly create a great impression in many situations. For example, just last week I used my statement of authenticity on my flight to Mexico City when my next-door passenger asked me what I was doing for a living. How many more situations can you think of?
