Do your clients trust you enough to buy from you?

We have all heard of the ‘Know, Like, Trust’ factor but what a lot of people don’t talk about is the timeline.

It takes time for someone to get to know, like and then trust you.

But when someone trusts you they are far more likely to buy from you.

As a business owner, your goal has to be to get your potential clients to get to know, like and then trust you so they will ultimately buy your offers.

And if your preference is to work on a one-to-one basis or your offer can be considered a ‘high level’ proposition then this process and the journey involved will be particularly central to your entire sales process.

Reassure your buyer that they are doing the right thing in working with you and engaging with your services.

The biggest reason why clients don’t buy is to do with TRUST and we can break that down into three distinct areas or questions that a potential buyer might ask themselves:

• Do I trust myself that I am doing the right thing and that if I buy your service will I show up and do the work required without excuses?
• Do I trust that you (the service provider) can support me on my journey to get me where I need to be while answering my questions and giving me the guidance, I need?
• Do I believe in your offer – has it answered all my questions and has it reassured me that this offer is the right one for me?

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Does your buyer trust themselves?

Some clients struggle with this mind monkey - do they believe they can really do this?

What lies beneath this thought and this question is fear.

Buyers can be scared to put themselves out in the world, worried about what people will say - will they be judged and criticised?

It’s always easier to hide away and not fulfil their potential.

Pushing yourself forward and finding out what you’re capable of is a challenge to be relished.

All clients struggle with uncertainty at some point on their journey but some people allow their fears to become a shackle that holds them back.

The fact is that as human beings we make snap judgements and quick decisions and it’s part of human nature but often it’s a moment’s thought and then we move on to the next idea.

We don’t linger over it and dissect it and often we can’t even remember making those judgements in the first place.

One thing you can do to help your prospective clients trust that the action they’re taking in working with you is a good move is to offer them the chance to speak to past clients.?

For similar reasons, you can also make testimonials and case studies available to people to help build up those all-important trust levels.

Does your buyer trust you?

This can be a bit tough to address in some ways because you’re effectively asking yourself does the client trust you.

And by extension are you credible and do they believe in you?

Remember though that your clients will buy your confidence.

And confidence can be conveyed everywhere, including in the tone of voice and the wording on your website. Incorporating testimonials and case studies can help too and don’t forget about video, which is a great opportunity to showcase what you’re all about.

Investing in PR can also be very worthwhile so that you appear in publications that your dream clients are reading - this will also help grow your digital footprint and further support your authority in your field and online.

Make sure you are blogging, running a podcast or uploading videos to your YouTube channel on a regular basis too and if you can get interviewed by other media then all the better – it all helps build trust in your brand, your ideas, and your business.

Does your buyer believe in your offer?

This happens when your client has unanswered questions and, therefore, they don’t believe that your offer will help them to get whatever transformation they’re seeking.

This is why it’s so crucial to understand what your prospective clients are struggling with so that you can raise those issues either through your sales pages, your email communications, your social media channels or your face-to-face conversations.

It is also important to check in with your clients to see where their thinking is at and this is a great opportunity for you to ask them if they have any unanswered questions or persistent difficulties.

Of course, testimonials and case studies help your prospective clients understand the outcomes you can deliver but also think about providing other visuals to help them understand the journey and the issues that your services are designed to tackle.

Working hard to make it look easy

People won’t automatically be able to get a sense of you and your services if you don’t do the work required to give them that and make yourself trustworthy in their eyes.

It can take time and effort to project yourself as someone who really knows what they’re doing and can prove it but it will always be worthwhile.

When your clients trust you they buy from you –?it sounds simple and in some ways it is – but it can take a lot of work and persistence to get yourself into the right place at the right time and with the right proposition to make people go through that process of knowing, liking and then trusting you enough to take the plunge and start working with you.

If you have any questions just hit the return key and I will be happy to help.

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Hi, I’m Carole Bernadette Bozkurt and I’m a Sales Coach, Marketing Strategist and Business Mentor. I work with coaches and consultants to help them get the clients they deserve on demand. My clients are hugely talented and passionate about what they do but struggle to deliver the outcomes they need when it comes to selling themselves and their services.

I have worked closely with hundreds of coaches and consultants who go from earning hundreds of pounds per month to thousands of pounds per month and to the position of running 6 and 7-figure-a-year businesses.

In my last corporate role, I headed up marketing across Europe for the world’s largest actuarial consultancy in the financial management division. Before that, I worked for a company that pioneered executive coaching in the UK and we worked with over 50% of the FTSE 100 at main Board level.