The Accepted Authority
In The Accepted Authority, Greg Roworth discusses how owners of consulting firms can generate a predictable flow of premium opportunities to grow their business. Each weekly show features a lively discussion of a common growth challenge, covering strategies, tools, mistakes and how Greg has achieved results with clients or in their own business. Always useful, entertaining, and never more than 20 minutes. Sponsored by Business Flightpath.
The Accepted Authority
64 - Trust v Value
In selling our consulting services, which is more important, trust or value.
We know that what our clients buy from us is our value. Then why is it that when we try to sell on value, we are often challenged by sales resistance and scepticism?
Most of us try to establish trust in our marketing. But so often, the way we go about it does little to enhance our trust in the mind of our market.
In this episode, I explain why trust must come before value in our marketing and sales process, even though value is so important. I also describe ways to build trust that are typical, but ineffective, as well as how to demonstrate trust in ways that see us positioned as the accepted authority in the market.
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