How to Go About Gaining Your Customer’s Trust
How teaching can help you gain the trust of your clients
When people are asked whom, aside from family members, they trust most the answer tends to be teachers, educators, and mentors. The reasoning given is usually that these folks have made a significant and direct impact in the person’s very own life.
The reason we as humans normally end up trusting and admiring such people is because they show or teach us things that either touch us emotionally, or helps us in our lives. Not to mention, these teachers, educators and mentors also have training, expertise and experience in what they do so we generally feel even more comfortable with them than with most other people.
If you want customers to trust your business there needs to be an educational element to influence them in some way. As most things in life this is much easier said than done. So here are a few tips on developing your sales model or service procedures to create an educational experience for customers.
Preparing your business and sales/service model
First, you need to take a good look at your business and discover the specific solutions that you offer to your customers. This is known in marketing terms as your “unique sales proposition” or USP. Once you have your USP focus on what direct benefits the customer will gain from it and make a list.
Sales and education is about presentation
Second, take your USP/benefits and develop a way to communicate those benefits, in an educational manner, to your customers. It must be beneficial to them regardless of whether or not they make a purchase. Your communications must leave your clients with the impression that you are interested in their well-being and not just making a typical business trying to make a quick buck.
Doing this develops an emotional level of trust in the client’s mind when they think of you, which leads to future sales and priceless word of mouth.
Third, avoid coming off like a sales person at all costs. Remember, people don’t usually trust salesmen to take their coats, but they do trust teachers they’ve never met prior with their very own kids. Once you have your procedure write it down and refine it as you experiment on future clients.
A well-trained staff is key
Fourth, train your staff. Make sure they know how to give the presentation in an educational manner. Train your staff as if you are training a teacher to teach a class. No more teaching a salesman to get a sale.
It’s a good idea to read some books or articles on teaching or communication to familiarize (or re-familiarize) yourself with the many techniques utilized by teachers and public speakers. There are many classes available at most community colleges, and even more books on the subject in your local library.
Once your company is thought of as the place to gain knowledge your clients will look to you for advice, and trust you when it comes time to purchase. Over time you will develop higher respect levels within your community, and see increased profits and happy wallets for you, and your staff.
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The Author of this post is admin
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Tom Wanek
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