If someone is uncomfortable doing business with you because you are new and untested, ask them what it would take to make them comfortable, and try and work with them to implement those changes.One of our earliest prospects was very interested in our services, but felt that we didn’t have the operational and security infrastructure to support such a large institution. We were a small, untested company at the time. We asked what it would take for them to do business with us. They gave us a list of changes, which helped us build security systems and procedures to support any size financial institution, and we made the sale.
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