I came across a wonderful technique from Ed Gandia (copywriter, author, speaker and coach) that helps answer the dilemma of not having specific samples to show a client.

Here’s the scenario: your prospective client is a dentist, for example, and while you’re pitching your service, the prospect asks if you have any experience working with businesses like his.

You don’t.

You could just say “no” and walk away. Instead, Gandia offers this alternative: the triangulation technique.

The Triangulation Technique

The steps of the Triangulation Technique are as follows, in this order:

1. The client wants a project done and asks if you have specific experience in their field. You don’t.
2. You tell the client what you DO have and have done, and offer examples.
3. You justify why you will do a great job and ask for the sale.

1. Tell Them What You DO Have

Instead, of “no,”  you answer, “I don’t have that specific experience…but here’s what I DO have that will enable me to do a good job.” Proceed to show specific examples that would relate to this type of job–even if it was in a different field. Continue reading →