THE SECRET TO BUILDING TRUST… one of the most common foundations for a successful Sales Business is Trust. When people trust you, they will do business with you. Conversely, if they trust someone else more… they will usually buy from them. On those occasions when you lose a sale, when your prospect makes what seems to be an irrational decision and buys an inferior product/service from someone else, it is usually because of trust. The customer felt comfortable in their decision-making based on their relationship with your competitor. The obvious corollary of all this therefore is that to do more business, you need to build more trust. The more your prospect trusts you, the more likely they are to have faith in your recommendations. Typically this will result in more sales.
This logic is exhibited when your Past clients and Centers of Influence become repeat customers and/or send you referrals. As the expression goes, "They know you, like you, and trust you". It makes it easy for them to do business with you because they don't feel the same risk factor that they might with someone they don't know. Bottom line… to build a successful Sales Business you must become very effective at building trust.
Here is your ACTION STEP…the key to Building Trust is to "create predictability". When your prospect/customer/client feels comfortable, it's because they know what to expect when working with you. It makes it significantly easier for them to do business with you. Every time you meet their expectations, you create more trust. Once you understand how to "create that predictability" the trust building exercise becomes simple….here's the bottom-line…
THE SECRET TO BUILDING TRUST IS REPETITION & FREQUENCY
When your performance is predictable, when your service is predictable, when your product is predictable… they will trust you. Customers do not like surprises! They need to be able to depend on who you are and what you offer. Some key ideas on creating:
REPETITION & FREQUENCY
1. Punctuality…five minutes early is better
2. Being your word… calling back when you said you would
3. NO Excuses… "the buck stops with you"… always be responsible for whatever happens
4. No Surprises… anticipate problems and eliminate them before they crop up
5. After-the-fact contact… stay in touch, you never know when they might need you again (or send you a referral)
Think about how you shop. When you buy the same product over and over, when you go back to the same store over and over it's always because of Repetition & Frequency, correct? Your Customers are no different. Repetition means dependability. Frequency means consistency. The way for you to do this is to #1. Set a standard for yourself for the way you intend to do business and then build up a habit of doing so every time. #2. Stay in touch with your Client Database on an ongoing basis with predictable frequency. Have a plan and a system so that you don't have to think about it… it just happens. Once you "create predictability" (even if it's the very first time they have done business with you) you will build trust. They will buy now and they will keep coming back. NO Excuses.