When meeting with new prospective customers, knowing when to begin selling and when to resist temptations to open the flood gates of features and benefits is an important key to all sales successes. If you are in a sales role, you already know the importance of timing, preparation and of understanding what your customers need from you. How well do you take into consideration your customers’ trust meters towards you?
Trust Starters features five essential “must-do’s” in the early stages of your client relationships to help establish trust between the two of you. Knowing what these are and working them into every new client / customer relationship you have will facilitate stronger, more trust-based relationships.
Whether you receive leads from your company, rely on referrals, or you have to generate your own leads, it’s no secret how valuable every lead is to you. Jumping into a salesy mode too quickly will not only turn off your valuable leads, but will also quickly squelch your opportunities to work together. Instead, consider what is going on in the brain of your hopeful new client and understand their innate need to trust you first and foremost. Yes, this means before any kind of sale is going to happen.
Most people really do want to trust others, but are understandably cautious to let their guards down and extend their trust too prematurely. Fast forward to your initial meeting with a new prospective customer. Before you become too engaged in your conversation, remember that it is early in the game. This is when you’ll need to make sure your next steps are deliberate and focused on establishing trust between you. Think, for example, of how much easier you can make things for yourself if tasked with building a campfire when you utilize smart fire starting tactics. The same holds true with trust. You can move both you and your customer further along faster by engaging smart trust starting tactics, as well.
Consider these five Trust Starters: (Or click on and watch the video above)
Trust Starter #1 is to resist temptations to start selling too early. At this stage, your customer is eager to confirm that you have no other ulterior motive, that your only agenda involves them. This is a critical time for you to prove this to be true. Make a genuine point to resist temptations to begin selling yourself, your company, or to start offering out solutions.
Trust Starter #2 is to remember that this is your time to listen. Being sincere about this is also key. If you aren’t sincere, that, too, is transparent. Your customers will see through that and will quickly decide you probably are not worthy of their trust. Ask them what they need from you, confirm you have come to listen and learn what it is they need so you can determine how you can help. Then, simply listen.
Trust Starter #3 is something not everyone does. Take a minute to summarize what you have just heard. Besides the obvious benefit of confirming that you heard it right, you are confirming that not only were you listening, but you heard them. Everybody’s trust meters go way up when they feel like they have been heard.
Realize that you haven’t started to sell your customer anything yet. Or have you? You most certainly have been working on the most influential factor your customer will ultimately be weighing in on. His or her trust in you will impact their decision whether to continue engaging with you or not stronger than any need for help at this early stage. Building trust is the most critical building block at this stage of your relationship and will remain that way throughout your relationship, as well.
Trust Starter #4 is realizing when it is actually time to start selling. This happens only when you have built sufficient trust. Nobody wants to buy from someone they do not trust. So, the first job all of us have is to work on building trust.
Sincerity is another key element that needs to be a part of this mix. When you are genuine and sincere about working through this process, your customers will see this and will be much faster to let their guards down to you.
Trust Starter #5 is realizing the importance of not rushing things. Trust is built in steps. It takes a while and requires your patience and your commitment. When you are true to both of those, your clients will recognize it. Once they are able to confirm that you really do care about them, they will allow you to step further into their own personal circles of trust.
The primary take away is acknowledging the critical importance of taking deliberate steps to build trust with every client relationship. The impacts of your trust building efforts will resonate in many ways over the longevity of those relationships. Starting off on the right foot will set you on the healthiest and strongest paths with your customers. Building rapport as a result of a trust-based strategy will impact far more for both of you than the initial sale you may be contemplating at the moment.
Trust Builders is a new series being generated by The Service Guide. Trust Starters is the first of many trust building tips planned in this series. This series will benefit anyone whose jobs rely on establishing relationships or on acquiring approval for projects, solutions, sales, etc. to be successful. Three ways you can make sure you receive notice when each new Trust Builder is available are:
• Watch the short Trust Starters video on YouTube and subscribe to the channel. You will be notified when new Trust Builders are uploaded to YouTube.
• Simply request notifications from The Service Guide when new Trust Builders are available.
• Text TRUSTBUILDERS to 33444
About The Service Guide: The Service Guide is a Minneapolis, MN based marketing company. They work with businesses to help them create their own strategies built around internal and consumer trust. Formulating trust strategies that incorporate a company’s whole team can provide invaluable returns and successes across every area of a business. Contact The Service Guide. Visit The Service Guide. Call The Service Guide 763-745-7490.