“Get me some references, and we can get the deal done.”
How many times have you heard that line over the past few years? It’s usually the last road block thrown up by prospects to make you jump through one more hoop and give them a little more time to make up their mind. Why do they need to talk to people who are obviously going to give you good reviews?
Remember, your prospects never say yes to your proposal until they feel safe. Talking with your references is one of the most traditional ways prospects work to feel safe before hiring you or buying your stuff.
The good news is that there's a better way: video marketing.