What Is Prove It Positioning & Why It Makes You Stand Out

Friday, December 08, 2023


Prove it positioning is where you get a potential client in advance of being paid and prove the concept to them on a small scale.

And it works and positions you as trusted advisor because it shows that you’r confident and that you believe in your solution so much that you’re willing to do it free on a small scale. I got the idea of this from the book Influence by Robert Cialdini who talks about the power of reciprocity,. By giving value upfront it helps you get longer term value in the future. When you implement this it does 3 things.

#1 it Eliminate Risk: Enterprises can test the waters without any commitment. This alone helps get things approved faster and speeds up the sales process.

#2 it Prevents Shopping Around: Your competitrtos won’t offer this so by offering it automatically eliminates them shopping around.

#3 It’s gets you in the door and uses Newton's law. An object in motion stays in motion. Once you get started win a pilot it’s really hard to stop. It’s sticky especially when your client see’s the value. .

With enterprise deals often ranging from $100K to millions of dollars annually plus them being very sticky for the long term. It’s a simple cost to acquire a customer versus your lifetime gross profit. Plus you can not only use this strategy to win new client but you can use it to target your competitors' clients to outperform them and show them your offer is better and get them to switch to your solution.

Here’s how you can use Implement Prove It Positioning in 5 Steps:

Step 1: Pilot Offer Design: What value can you showcase upfront? Identify a realistic result or solution to provide.

Step 2: Decide on Your Pilot Duration: Determine the trial's length. Starting free can be beneficial, especially when building credibility.

Step 3: Set Success Criteria: Understand your client's goals. What KPIs would make a broader collaboration irresistible?

Step 4: Seamless Onboarding: Design a hassle-free, impressive onboarding process. Reduce the perceived effort on the client's part.

Step 4: Testing: The real business world is the ultimate test. Refine your offer based on feedback and results.

In my view, an irresistible offer is the cornerstone of winning over big enterprise clients and shortening the sales cycle. I've delved deeper into this in my new book, "The Secrets To Winning B2B Offers Playbook." For a limited time, you can access the book for free. Just click the link below or in my bio. ">

Want to get executives to prioritize your solution and speed up your sales cycle?

The key that helped me land big accounts like Denny's, Papa Murphy's, and Outback Steakhouse is a strategy I call "Prove It Positioning."

Prove it positioning is where you get a potential client in advance of being paid and prove the concept to them on a small scale.

And it works and positions you as trusted advisor because it shows that you’r confident and that you believe in your solution so much that you’re willing to do it free on a small scale. I got the idea of this from the book Influence by Robert Cialdini who talks about the power of reciprocity,. By giving value upfront it helps you get longer term value in the future. When you implement this it does 3 things.

#1 it Eliminate Risk: Enterprises can test the waters without any commitment. This alone helps get things approved faster and speeds up the sales process.

#2 it Prevents Shopping Around: Your competitrtos won’t offer this so by offering it automatically eliminates them shopping around.

#3 It’s gets you in the door and uses Newton's law. An object in motion stays in motion. Once you get started win a pilot it’s really hard to stop. It’s sticky especially when your client see’s the value. .

With enterprise deals often ranging from $100K to millions of dollars annually plus them being very sticky for the long term. It’s a simple cost to acquire a customer versus your lifetime gross profit. Plus you can not only use this strategy to win new client but you can use it to target your competitors' clients to outperform them and show them your offer is better and get them to switch to your solution.

Here’s how you can use Implement Prove It Positioning in 5 Steps:

Step 1: Pilot Offer Design: What value can you showcase upfront? Identify a realistic result or solution to provide.

Step 2: Decide on Your Pilot Duration: Determine the trial's length. Starting free can be beneficial, especially when building credibility.

Step 3: Set Success Criteria: Understand your client's goals. What KPIs would make a broader collaboration irresistible?

Step 4: Seamless Onboarding: Design a hassle-free, impressive onboarding process. Reduce the perceived effort on the client's part.

Step 4: Testing: The real business world is the ultimate test. Refine your offer based on feedback and results.

In my view, an irresistible offer is the cornerstone of winning over big enterprise clients and shortening the sales cycle. I've delved deeper into this in my new book, "The Secrets To Winning B2B Offers Playbook." For a limited time, you can access the book for free. Just click the link below or in my bio.

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