Since there are only two questions in prospecting…
1. “Should I look at how my technology budget is performing right now?” and
2. “Should I look at it with you?”
… You can add power to the second question by incorporating a power number into your client references. A power number is the total number of your company’s client references by vertical. For example: “We work with several law offices.” does not sound as impressive as “We work with over 70 law offices.”
Adding this will build credibility to get that c-level meeting and quite frankly, during each phase of the sale. The fact that you’ve done good business before (worked with 70 law offices) is part of why your prospect will want you to do business with you now.
- Kate Kingston, The Kingston Training Group