Clients Don’t Believe My Offer

I’m hitting a wall with my sales pitch, and I need some insight.

The product I sell is a B2B government rebate for LED lighting. It’s legit, costs $1 per fixture, and is funded through a charge on their electricity bill. But no matter how clearly I explain it, people just don’t believe me.

I’ve tried acknowledging their skepticism upfront, saying things like, “I know this sounds crazy,” and then walking them through every step: how it’s funded, why it exists, how it benefits them, and that there’s no catch. I even show them businesses in their area that have already done it. But still, they look at me like I’m trying to pull a fast one.

And I get it, if some random guy showed up at my business offering practically free lighting, I’d be skeptical too. But even when I can tell they want to believe me, there’s this underlying doubt. Like they’re thinking, “This guy’s slick, but he’s definitely scamming me somehow, and I won’t stand for it.”

I even show them two businesses I closed last week, with proof, and they still hesitate (so testimonials don’t seem to help either).

So, for anyone in sales (or just good at breaking through skepticism), how do you get people to really believe you when what you’re offering sounds too good to be true?