Instead of telling them how great you are, or what a leader your company is, how can you prove it? For example, a trial can create a first point of entry in the “getting to know you” stage and give buyers a sense that you have the credibility to help them. Don’t just throw free stuff at them. Tailor what you’re offering to whatever their needs or problems are, or else it’s likely to be a waste of time for both parties.
