October 25, 2007
Posted by Erinoir
I work for AmeriPlan®, which utilizes the direct sales and network marketing approach to gaining new customers. Although we are a fifteen year old, debt-free company, some people are still leery of doing business with me. (I am a direct sales representative.)
How do you suggest that I build trust while selling the medical and dental plans? What about when I'm recruiting?
Thanks for any and all help!
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October 25, 2007
Posted by Strawhatter
( 1 rating )
Your challenge is certainly common for many small businesses. Interestingly, I just finished the book Made to Stick. Have you heard of it?
The book has a wonderful chapter in particular on credibility. The chapter details a story about two doctors that came up with a remarkable discovery. So remarkable in fact that no one believed them. No one believed the two doctors not only because they were young and not well-known in their field but, mainly due to the fact that the doctors were researching at an institution that was not highly regarded at the time.
What was the problem.
Credibility Credibility is Easy to Identify - Challenging to Obtain.My recommendation to you is to work to increase your credibility. Get your company published in a credible paper or magazine. Do whatever it takes to make that happen. Call reporters everyday pitching your story. Do whatever it takes, because once you can associated yourself to something credible you yourself will become more credible in the eyes/minds of consumers.
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