This Week's Blog

“What other customers in my industry are you currently working with?”

This is a commonly asked question and seems innocent enough.

But be careful with your answer. You might blow an opportunity.

You’ve got two options…
Option A: You name not only your clients in that market but also other noteworthy customer names. You see this as a way to impress upon the prospect you swim with the big fish. Rattling off the names of some large accounts will achieve that goal.

But, you could have done better. Here’s how…

Option B: You say to the prospect some version of, “Respectfully, I hope you can understand that we don’t share the names of other customers with anyone. We consider each relationship to be sacred and private. It’s important to us that our clients know we are not sharing any information—not even their name—with anyone else.”

Sometimes it’s what you don’t say that makes the biggest impact.

***********
Bill Farquharson’s Sales Vault has members from big companies like XXXXXXXXXX and small companies like XXXXXXXXXXX. Nope, he doesn’t share names either and he won’t share yours once you sign up at SalesVault.pro.