They turn hoops
The greatest obstacle to starting new commercial relationships, 10x’d when entering a new world, is fear of getting shafted.
We worry about being naive, we double check…
Taking services out to meet the world, the world doesn’t only meet the service, they meet you. Which means two levels of the know-like-trust continuum.
Introducing a new service to their organisation, customers have to work their way past all the usual price-bound issues and step through their hesitancy over relying on something tomorrow that they didn’t know about yesterday. It can be a slow process as they learn about the thing, what it can do and why it will work.
As they turn hoops, they’re learning about you. At the start, without prior knowledge, they’ll have you in the same not-quite-sure-about bucket with everyone else. Never mind how upstanding, action oriented and commitment driven you actually are … you still have to earn that position in their mind.
None of it, none, happens as quickly as you’d like.
Skippy strategy: Do good work … they’ll trust you.
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Skippiness
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