As buyers when dealing with an unknown vendor, most of us most of us have a natural level of suspiciousness. Unless we know the brand’s positive reputation or we’ve received a recommendation from a trusted source, we’re likely thinking:

Will this solution work?

Will it work for me?

And are you someone I can trust to deliver it?

Which in professional services can be a major barrier to a sale where you can only really know if the solution works AFTER you’ve bought it.

Which is why using a try before you buy can be an effective door opener which allows you to put in a small wedge and expand the engagement once your clients develop a level of trust you can deliver.

I recently had a similar conversation with a client and told them to think in terms of a small wedge. Get your foot in the door. Start with a short series of workshops. Lay out a plan that the client can implement. And tell them upfront they can then choose to implement the plan themselves or with your help. And be okay with either decision.

The reality is if you do a great job, the client is likely to continue.

This is the art of the wedge. Getting a small, favourable decision which is then widened into more opportunities.

So when dealing with a new prospect, start small. Give them the equivalent of a taste test. Do a small bite sized project which allows them to see how you operate. It also allows you to determine if you want to work with them – which is equally important.

Then and only then should you look to expand the engagement.

So if you’d like me help designing small wedge engagement which will lead to larger projects, give me a hoy.

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