We often stumble upon posts talking about the things that “should” be done in internet marketing. You will even find many articles out there that provide details regarding the “way” internet marketing is done. All this is great information; however, the most important piece of it all is often missed. The most important action you need to take, is to establish customer TRUST.
When it comes to working with small to medium size business owners, they wear many hats throughout the day. This means they don’t have the luxury of taking time out to read through lengthy emails, fill out forms etc. So, how do you build a trust worthy relationship with a business owner who has limited time and resources? Well, it’s actually a lot easier than you might think.
How to Build Trust With Your Customers
So what’s the first step? Invest time into learning more about a client’s business. It’s crucial that you know what you’re talking about! Take time to review their existing website – learn about their products and services. Go a step further by educating yourself more on their specific industry, major competitors, read through any white papers and/or press releases, and read through business questionnaires along with other information that may have provided. Don’t expect to gain your customers’ trust right from the start, earn it.
By now, your prospects and customers will be able to spot a scam from a mile away. Businesses who are serious about their customers will always make an effort to educate themselves about who their customers are and what they specifically need. All this information will provide insight as to where the business stands in terms of marketing, strengths and weaknesses. Additionally, don’t feel like you need to convert every site visitor or prospect.
Don’t try to sell someone a service they don’t actually need. Instead, listen to what they have to say to find out how you can be useful to them.
When working with a client, always give them time to speak and ask questions. This allows them to share some of the challenges they face and may help you better understand their goals. Make sure you set up regular and consistent in person meetings, phone conversations, or web conferences on a schedule that works for you and your customer. Having regular check ins will give your customers the opportunity to voice any concerns and comments (both positive and negative) they have with your services and products. This regular meeting system will also allow you to address issues promptly and efficiently that you may not have aware of otherwise.
Being open and available to your customers also helps mold your brand reputation and aligns your business mission statement with provable action. It tells your customers you’re dedicated to their success and you’re dedicated to putting them first.
If you can specifically address your customers’ pain points, they’ll feel valued and know that you’re actually worth their time. Your customers are only interested in how you’ll solve their existing problems. They don’t want to be sold on something they don’t actually need or care about. If your customers can see that you’re invested in them and their business means something to you, they’ll be more likely to trust you.
Show the Value
If you want to build customer trust, you have to be honest, plain and simple. Not only does that mean being upfront about what your business values are, but also putting them into practice with every customer. Don’t feel like you need to make a sales to every potential prospect you come across. Your products and services are specialized for particular customers and there’s nothing wrong with that. You’ll end up saving valuable resources like time and money and you won’t end up being stuck with an unsatisfied customer.
So, focus your energy on real prospects and demonstrate why your product or service will fill their need. Take the guess work and and come to them with specific, achievable results that you’re sure you can deliver.
Streamline the Process
Professionalism comes with experience and effective planning.
If you want to make the most of your customer conversions, you need a system to move them efficiently through your marketing funnel. Document your business plans and practices so you can guarantee a simple transition and the same quality experience for each customer, regardless of the level of business they’re doing with you. Your customers’ time is just as important as your own! Show up for meetings, reply to emails, and stay on schedule. If you show that each sale matters to you and you’re putting placing your trust in your customer, they’ll be more likely to trust you back.
If an issue does occur along the way, address it quickly. Or better yet, go the extra step and implement processes to prevent problems from occurring in the first place.
Always follow through with what you say you’re going to do, be honest and set reasonable expectations. Work to build and gain customer trust by providing the best service you possibly can. If you always put your customers first, you’ll start to see the business growth you’ve always wanted.