Trust is everything when it comes to establishing brand loyalty and long-term relationships with your customers/clients. Plain and simple, customers/clients don’t buy from people they don’t trust.
No wonder so many people put up a barrier the minute somebody tries to sell them something! It is not really about the selling. Focusing on that only makes a sale but can cost a relationship. Here are some rules of the trust-building road.
Show Real Integrity
Be willing to take a stand, even when it’s unpopular with your customer or your company. You don’t need to be adversarial, but have the ability to make decisions based upon what you know is right. And on a related note: Never promise what you can’t deliver.
Everybody on the planet has had unpleasant experiences with salespeople, and many have walked away from a sales situation feeling manipulated. So rather than acting or sounding like a salesperson, simply act the way you would when meeting with a colleague.
Value the Relationship
If you want people around you to value having a relationship with you, you must truly believe that relationship building is important. You must also believe that you honestly have something of value to offer to the relationship.
Be Curious About People
People are drawn to those who show true interest in them. Curiosity about people is thus a crucial element of relationship building. Having an abiding fascination in others gives you the opportunity to learn new things and make new connections.
A customer’s ability to trust you is dependent upon showing the customer that your behavior is consistent and persistent over time. When a customer can predict your behavior, that customer is more likely to trust you.
Seek the Truth
Trust emerges when you approach selling as a way of helping the customer – so make it your quest to discover the real areas where the you can work together. Never be afraid to point out that your product or company may not be the right fit.
Understand by Being Open-minded
If you’re absolutely convinced the customer needs your product, the customer will sense you’re close-minded and become close-minded in return. Instead, be open to the idea that the customer might be better served elsewhere. In turn, customers will sense that you’ve got their best interests at heart.
Listen Then Talk
Every meeting should be a conversation, not a sales pitch. Spend at least half of every customer meeting listening. And make certain the conversation is substantive and about real business issues, not just office patter or sports chit-chat.
The Serious Shift here is that you can add real value to your business and make more profit. Some of the benefits are that customers/clients will be:
- More open to taking recommendations and advice.
- Inclined to buy more from you.
- Further insulate your customers/client from your competitors.
- Willing to refer your services/products to others.
Pick two or three areas of trust building to work on and create some Serious Shift for yourself. You will be glad you did.