Saturday Morning Sales

Kevin Latchford


Q&A Week 10 - September 1, 2018

For the past few years, since I began using this weekly blog to share stories about sales and sales management, I have been receiving numerous questions from readers including my own clients. Over the next several months I am going to use my weekly ramblings to post one reader question with my answer. Please note – my answers are based on my personal and professional experiences and in no way reflect my company or specific clients.


Q: I recently had a prospective client ask me what was one key characteristic that I thought was a compelling reason for them to hire my firm. My answer was experience. He did not like this answer and believed it was shallow. I was caught off guard to say the least. How could I have better answered this question?


A: I find experience to be a solid answer to the question so long as there is evidence of experience to back this up. Individuals and firms alike will tout experience as a reason they should be hired. However, like in your situation, there is little evidence provided to back up their one word answer of “experience”. Here is how I describe experience when I use this word as my own answer to this question.


What separates my firm from others, a key reason you (Mr./Ms. Prospect) should hire us, is experience. We have been in business for over 21 years while the average firm comes and goes in less than 5 years. I would imagine very few, if any, of the other firms you are interviewing have been in business as long as we have. But, that is not reason enough, rather the experience I describe comes from a combination of factors. It is what I call “our formula for success”. Our experience is the time we’ve remained in business when others have not, combined with an executive management team (ownership team) that have been with the organization for 21+ / 20 / 18 / and 16 years respectively; and, the fact that we’ve worked with over 700 clients during the course of this tenure in business. We’ve stayed in business because of a tried & true project/program methodology. And, ultimately, we drive results for our clients. That is the experience we bring to the table.

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