Customers buy from those companies and professionals they trust, so you must build trust before trying to sell.
The sale begins long before you meet the customer. Exposing your company to prospects in a systematic and regular way. Opening the way when it is time to make the purchase decision, or at least to try it out. Ideas to build trust and credibility in a world full of skepticism.
Trying to sell without having first generated confidence is practically impossible. Only after the potential customer has the clearly identified rationale and reasons for preference (why you and not your competition), is it likely that they will move towards the purchase.
Build Trust in Potential Customers
When a potential client is exploring products, companies, or professionals to work with, various aspects will send a powerful message and help you build trust quickly.
1. Have a professional website
When a potential customer wants to find out more about you, they will search the internet. And that’s where it will generate liking, empathy and build trust.
It will simply be discarded by negative signs such as uncoordinated colors, garbled or illegible fonts, low-resolution images, poorly written text and other aspects of low reputation sites. Your sole purpose is to Build Trust ultimately
2. Appear in the media
Few things generate as much credibility and reputation as appearing in the media. The media don’t care how big your company is, but how relevant your story is to your audience.
Offer to generate content for the media. In the beginning, the smaller media will be more receptive, since they do not have a large number of journalists or simply do not cover everything that may be happening around their sector.
Volunteer as a conference speaker for trade union events or create an e-book and team up with another company to offer it for free.
3. Develop quality promotional material
In this do not save money. Your advertising and marketing materials are a reflection of the professionalism of your company.
This includes things like business cards, information brochures, invoices, referral notes, photos, corporate video, and promotional flyers delivered at the trade show.
4. Promote testimonials from satisfied customers
One of the most powerful and least used tools are testimonials. Third-party endorsement as a way of proving that you deliver on what you promise.
Get quotes or phrases from your customers by telling what you did for them. Try to focus on generating results, on what you accomplished. This will have greater resonance in all those who have the same challenge or are thinking of working with your company.
5. Show results with success stories
Success stories are demonstrations that your business generates tangible results. They are an excellent tool to prove that your marketing promises are not only promises, but that they achieve concrete results in real clients.
Building multiple cases based on the different situations and industries with which you have worked, allows potential clients to know the benefits that your company has achieved for others.
6. Provide money-back guarantees
In other words, minimize the risk. When you haven’t built a story yet and you don’t have much to show, you should be reassuring, no one wants to be the guinea pig.
Offer guarantees that let a prospect know that if they are not satisfied, they can get their money back. The idea is that you do not take any risk, as this will make it easier for you to try it.
7. Offer trial products or services
A sale is the logical consequence of having accompanied a potential client throughout the process so that they know, like and trust you, your products / services and your business.
Trying without compromise reduces risk. Similar to the case of guarantees, the client will think, “nothing is lost by trying”. This reduction in risk substantially increases the closing rate. The more people rehearse before taking out their credit card, the greater the probability that they will buy from you.