People do business with people they know,like, and trust.
Your service is not something your potential clients can touch or taste, they cant even see it.
They have only YOU who represents the service. You will be the mesuring stock that they will base their judgement on.
To go for it or not.
It’s always easier to say no. If you say yes you stick your neck out as a buyer. YOU are the one being hanged out if the service salesman can not fulfill the promises made.
So as a service seller (like me) you will have to make sure that you project an image of someone they would like to know better, someone they can like, someone they can trust.
These things will be easier to say than to do in the real world.
How can you trust anyone? I do trust persons on face value and adjust my trustometer accordingly after new impressions come along. For instance if a person acts trustworthy and don’t have any inconsistency in their approach, sales pitch and answers questions in a nice, knowledgeable and correct way i judge that they can be trusted. (if they slip up along the way this needs to be addressed and pointed out so you can clear out this, or the trustometer will sink fast.)
You don’t like every person you meet neither do i. Most people i meet, i do like and those i try to get along with, and it will be the same in the pitching situation. You can easily judge if you will dislike the customer or if you can get along. Do business with the ones you like and don’t do it with the ones you dislike since that will usually end up in situations that will degrade your value and take a lot of energy to get past. So use your time helping customers who appreciate you and your work.
Getting to know a customer.
This can happen in a fraction of seconds. Last time that happened, I was meeting a new client and we just clicked like that and it felt like we known each other for years. Mostly this will take some time to develop and along the way you will just have to be genuinely interested and interesting and things solve themselves. Take a lunch, bring some cake, mail them an interesting article or a link to a blog that concerns your business and feel free to come up with things like this since it strengthen your bond and will get you to know your customer and your customer to know you.
Veni vidi vici
- 7 ways to Increase Sales by creating Trust (yoast.com)
- What Do You Call A Salesman You Can Trust (frontofficebox.com)
- Can social media improve online trust for small businesses? (marketing.yell.com)
- 12 Customer Dos & Don’ts (empwaynek.wordpress.com)
- How much faith do you have in trust? (successnetwork.wordpress.com)
- Do You Trust Me? (monkiss.wordpress.com)
- Definition of Trust (hikageinochisan.wordpress.com)
- Do Your People Trust You? (empwaynek.wordpress.com)
- Should the salesman be liked or trusted ? (leadsexplorer.com)
- Goal or behavior oriented (patrikolson.wordpress.com)
- Hiring your salesforce (patrikolson.wordpress.com)
- Reflections on the life of a salesman (dralfoldman.wordpress.com)
- Give away the diagnostic, sell the remedy (cdixon.org)