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 actions you need to take is to establish 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.
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.
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.
This was and still is the approach I take with my clients.
Always follow through with what you say you’re going to do, be honest and set reasonable expectations. All this became the foundation in which I built a long, trusting partnership with Jeffrey Ellenberger. As a team, we continue to tackle the never ending changes related to Internet Marketing.