That's a good one actually I get that ALL the time. I love it because it means people are interested in your service but they are unsure if it works or not.
My usual response is "Well to be honest with you when we first started this service that's exactly what we did to prove that it works, give out free trials, tester months etc. We're now in the great position whereby we just don't have to do that any more, we get people signing up all the time because we have solid proof that the service works".
You can then go down the route of saying "and look I'll prove it works I have testimonials, you can speak to John at company x etc". This is of course if your product does actually work.
Finally after a bit of probing, finish it with a "ok so you sound like your interested in this service, if I can prove to you without a doubt that it works, will we have a deal?".
Its a good closing statement and it just shocks people into giving some form of commitement.
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