Frank Zinghini is the CEO of Applied Visions, a custom application development company that helps his customers build software applications. How do you persuade potential customers to buy software that hasn't yet been built and will not (or may not) deliver results for weeks or months or even years into the future? And how do you do this, when each project is custom, and you have not way to say, "Here's what we did for this other customer," because the entire project is different?
By earning trust.
Easier said than done no doubt.
This is the challenge Frank Zinghini faces with each customer. It was a fascinating conversation about trust, relationships, partnerships, just plain being genuine about helping customers...even if that means talking customers out of buying from you.
More about Frank:
His company, Applied Visions: AVI.com
On Linkedin: https://www.linkedin.com/in/frankzinghini/
281 Frank Zinghini's Customer: "I trust you with the future of my business. I can trust you with the keys to my office."