Their question is directed at credibility and reliability. What they’re not saying is whether that’s your credibility and reliability, the software or the company structure they will be transacting with if they say yes. It also could be their own personal comfort level in where in the adoption wave of the new new thing they usually sit. Once you can dig a little deeper into their specific fear, and understand that, you will be able to allay that fear.

Through prospect research, I usually approach them in an order where I’m likely to meet innovators and bleeding edge’rs early on, then get ‘volume on deals’ to be able to refer larger prospects to quantity as credibility…

Example: Many of the first 25 interviewee’s of the 100 CEO project see themselves as innovators and early adopters, so they value being first.

….or if you know a big prospect is an innovator bleeding edg’er, go straight for them and then mention their name to cascade and win all the smaller deals.

Example: That’s how I built Tweet2eat because I knew Elephant Hill’s early culture was one of innovation and winning them would cascade to the industry as everyone watched what the new kids were doing.

Good luck! Loving the posting and videos.