Trust and Masks Challenge

One of the most powerful tools you have for selling Kitchens & Baths is TRUST.

In a time when meeting face to face could actually cost you your health, how do you create that all important element?

Many Sales Designers are doing Video meetings or meeting in showrooms wearing a mask. Both of these situations are Less than Ideal if you want to make sales. So what do you do?

The Good News is that almost all of your competition faces the same issues. The Bad News is that your face, smile and expressions have a great deal to do with creating Rapport & Trust. Add to that the fact that most of us are Not comfortable on camera in a video call.

The truth is creating trust today can be quite challenging. There are some simple ways you can increase trust, adapt to today's health challenges and make the sale.

Here are a few helpful tips how you can build trust with clients today.

Bio with Photo: Preempt your first meetings with prospective clients with a Bio that includes your photo & credentials. (hopefully smiling)

Make a Video: Create an Introductory Video. Take the time to create a great video of you being you. Tell your story: Talk about your career, passions and why you do what you do. 

Testimonials: Give prospective clients a One Page or videos of client testimonials. Testimonials from actual clients Build Trust with Social Proof that using you is smart.

Drop the Mask: Social Distance and take off the mask to show your trustable face. On In-Home visits or in Showrooms try sitting 6 feet away and letting your personality shine.

Expert Status: Provide evidence of your mastery as an Industry Expert. It can be from articles you've written, awards received for design, degrees and certificates, associations and affiliations. All these elements build Trust.

Communicate Better. Most people just talk and leave it to chance. One of the most powerful ways to create trust is to speak with confidence, clarity and credibility. Take time in this topsy-turvy era to improve your Communication Skills. Here's how. Keep it brief. Use Alliteration. Tell Stories. Ask Amazing Questions. There is no quicker way to make sales that this.

Adding a few or all of these tips to your Trust Building tool kit will help make closing the sale easier. 

Lastly, take a moment to write down which tips you're going to use. And if you liked this article, SHARE if with a friend or colleague.

Stay Safe. Be Sincere. Seek Success!

Kirk Heiner is an author, speaker and sales training expert with more than 30 years in sales. He's trained 1,000's of sales designers and sales reps from 100's of companies including Lowe’s, DuPont, Danze, Ferguson, Trend Group, the NKBA, AWFS, KBIS, Stock Building Supply, the SBA and many more. 

He's helped thousands of Kitchen & Bath Designers, Sales Reps and Remodelers make more money. He can be reached at [email protected]