Creating credibility

What really sells clients is, you know, basically two things, is they want to know your track record. So, you know, if you've done one engagement with, you know, because you see a lot of coaches' websites says, oh, I worked with J&J. Well, they only did one coaching assignment. That to me is not credibility. Go in there and say, I've worked with J&J for seven years and I've done 10 people, I've worked with for 20 years and done 150 people. That's one thing, credibility. But the second thing is what you mentioned, is case studies. If you can give them examples of situations like what they're looking for and how you've done it with this company, whether it's the same industry or not, that's what grabs their attention because they're saying, yeah, that's my problem, that's the issue that we have, and they'll see that you've done it. Yeah. And then I think there's two sort of outcomes from the case studies, is, how did that impact the business? Oh, good, we were stuck or we rolled out…