How to Demonstrate Your Expertise Even When You Have No Proof

How to Demonstrate Your Expertise Even When You Have No Proof

By John Jantsch

Recently, I was asked a question I receive somewhat frequently and I thought the answer might apply to others in the same boat so I’ll share it here.

photo credit: Andrew Feinberg via photo pin cc

The question was this – How do I demonstrate that I can help a prospect when I have no proof – no case studies, testimonials or clients yet?

Lots of people find themselves in this situation when they are just getting started, go in a new direction or even open up an office in a new community.

The answer these days rests in working these 3Ps – Publish, Partner and Podium.

The best way to prove you have something of value to share is to share it. That’s true whether you’re just getting started or you’re an established leader in your field. In fact, you can always rely on these 3Ps as you build your business, but there’s no question they are the launching point when your have no customer stories to add further documented proof.

Publish

  • Start sharing your expertise and point of view on your own blog
  • Offer to write guest blog posts for blogs related to your industry or read by your ideal prospective client
  • Join active LinkinIn groups in your community and share freely
  • Follow relevant topics on Quora and share thoughts, opinions and answers to questions posed there

Partner

  • Seek out other businesses that serve your ideal client and find ways to offer them value
  • Offer to write guest posts for their blogs
  • Create an eBook and offer to share it with their community
  • Create an educational workshop and offer to share it with their community
  • Offer to provide a low or no cost service as an add on trial
  • Create gift certificates that your partners can give away freely

Podium

  • Create a valuable and compelling presentation on a topic that will draw interest from your target client
  • Seek out groups, no matter how large or targeted, and start presenting your point of view (More speaking comes from some speaking)
  • Go back to your partners and offer to present to their audience
  • Schedule Google Hangouts and create YouTube and Facebook videos and start sharing valuable tips and ideas in these networks.

Building your reputation and community through this path takes time and patience, but it’s the surest way to create a strong foundation and attract the right kind of client.

If you’re still in the “thinking” stages of your start up, don’t wait, start using the 3Ps right now so you can begin to build some momentum before you’re wondering where your first sale is going to come from.


The true power of referral marketing and how you can use it today to grow your small business fast
Referral marketing, also known as word-of-mouth marketing, is one of the oldest (and still most effective!) marketing strategies out there. It’s basically about people buying your products and services because somebody they trust recommends it to them. Word-of-mouth is a subtle process that is present everywhere in our daily lives. The reason for which a […]
How to Optimize Your Referral Program and Boost Your Sales
Referral marketing looks like the elixir of marketing. You are making your customers refer their friends to your business at no extra cost. Doesn’t that sound great? If you are a business owner, I know it does. But here’s the thing: creating a referral program isn’t hard. With software companies like ReferralCandy and Referral SaaSquatch, it has never […]

Subscribe to the Duct Tape Marketing Podcast

If you know your small business needs marketing, but don’t have the time or resources, look no further. The Duct Tape Marketing podcast covers everything from earning referrals to managing time and being more productive.

Grab 7 Steps To Marketing Success

This eBook has been downloaded and used by thousands of business owners and marketers to use as a blueprint for marketing success. Start building your marketing system today!
x