Discover ways to build Trust, which is the number one element in building relationships
Customers don’t buy from anyone. They buy from people they trust. Without trust, there is a barrier the minute somebody tries to sell them something! How can we ensure that our customer trusts us enough to be comfortable with what we suggest?
There’s a wonderful quote from Mark McCormick, who was the founder and Chairman of IMG (International Marketing Group), which he formed to manage top sports stars. “All things being equal, people will do business with a friend; all things being unequal, people will still do business with a friend.”
Why? Because the level of trust has already been established with friends.
Here’s some ways that that we can help build this all-important trust.
1. Be Ourselves
Don’t try and be what we think that person wants us to be or how we think we should look or sound. Be US. No one trusts people that are not genuine.
2. Display Honesty
Don’t fabricate ways we can help our customer if we can’t. And maybe we can’t, so be honest, say so and find other ways that we can add value.
3. Understand their Business
Truly understand their business, its strengths, its weaknesses, its objectives and, therefore, how we can help them. Work in their business or embed ourselves in their offices and be part of them. Only then can we realistically understand how we can add value.
4. Deliver What We Promise
Managing expectations is a large part of building trust and sometimes we tend to over-promise. Or promise something we have not got our management approval on. Trust comes from delivering what and when we said we would, not just once, but continually over time.
5. Express Genuine Interest
Be curious about them and their concerns. Ask lots of questions and listen to the answers. The more we learn about them, the more we can provide meaningful ideas and solutions to help them.
…To learn. And really listen so we can understand and have empathy with their problems and opportunities.
7. Demonstrate Integrity
Even it means becoming unpopular with the customer or our own company; explain our reasoning and why we recommend what we do.
That’s the basis of REAL relationships. Relationships that are meaningful are formed from a bond of mutual interest and trust. Anyone can have a relationship. But a meaningful relationship is very different.
Trust is formed on both sides by earning mutual credibility and respect. Think about our own personal relationships. They are based on trust. If Jack never turned up on time and could not be relied upon to do what he said he was going to do, would he be a friend for long?
Everyday, I look for opportunities to build my trust with my clients; what are some of the ways you have built trust?