Building trust with a new client is crucial for sales prospecting. Without trust, you won't be able to persuade them to buy from you, refer you to others, or stay loyal to your business. But how can you establish credibility when you're starting from scratch? Here are some tips to help you overcome this challenge and win over your prospects.
The first step to building trust is to show empathy. Empathy means understanding your client's needs, goals, pain points, and emotions. It also means listening actively, asking relevant questions, and acknowledging their concerns. By showing empathy, you demonstrate that you care about your client as a person, not just a sales target. You also show that you're not just trying to push your product or service, but to offer a solution that fits their situation.
The second step to building trust is to provide value. Value means offering something useful, relevant, and helpful to your client. It could be a piece of information, a resource, a tip, a case study, or a testimonial that shows how you can solve their problem or improve their situation. By providing value, you demonstrate that you're an expert in your field, that you have experience and results, and that you can deliver on your promises.
The third step to building trust is to be transparent. Transparency means being honest, open, and clear about your intentions, expectations, and limitations. It also means admitting your mistakes, apologizing for any inconvenience, and correcting any misinformation. By being transparent, you demonstrate that you're trustworthy, reliable, and accountable. You also show that you respect your client's time, money, and decision-making process.
Sim. A honestidade é fundamental. Se n?o consegue atender em uma funcionalidade da sua solucao, fale. Mostre saídas. Mas n?o omita nenhum tipo de informa??o, pois, acredite, isso volta depois.
This was the first thing that came to mind! Don't be scared to admit when you're wrong or slip up, the customer may still be upset but they will end up appreciating your honesty in the end. Also, it's OK to say "I don't know the answer to that, but I will get back to you with an answer." Not only does it show transparency but it also shows EFFORT and your commitment to your customers.
The fourth step to building trust is to follow up. Follow up means staying in touch with your client, keeping them updated, and delivering on your commitments. It also means asking for feedback, addressing any issues, and showing appreciation. By following up, you demonstrate that you're professional, consistent, and attentive. You also show that you value your client's relationship, satisfaction, and loyalty.
Em seu CRM, fa?a um cronograma de FUPs para seguir, assim você n?o esquecerá. Sempre deixa agendado um próximo passo toda vez que falar com o cliente. Alimente seu CRM sempre com o que foi falado para você ter como histórico.
The fifth step to building trust is to seek referrals. Referrals mean asking your existing clients to introduce you to their contacts who might benefit from your product or service. It also means rewarding your clients for their referrals, either with incentives, recognition, or gratitude. By seeking referrals, you demonstrate that you're confident, reputable, and successful. You also show that you have a network of happy and loyal clients who can vouch for your credibility.
If I am struggling to build trust with a customer the LAST thing I am going to do is ask for a referral. I would highly recommend holding off on this until you have them on your side.
The sixth and final step to building trust is to be yourself. Being yourself means showing your personality, your passion, and your values. It also means being authentic, genuine, and human. By being yourself, you demonstrate that you're not a robot, a script, or a sales pitch. You also show that you have a unique and compelling story that sets you apart from your competitors.
Show your expertise and understanding of the client's business. Empathy is not enough without you being perceived as someone with the professional skills to handle the matters. Being an expert alone will not earn you credibility without the reputation of being someone with empathy and integrity. So, build your expertise and show your empathy, then you will earn credibility