You get more customers through trust, did you ever think it’s possible, in today’s world, where everyone is trying to make a quick buck and run away?
If you were to ask me what is now the most significant distinguishing value of any company, then I would say trust. Or better: the extent to which customers trust you or the employees of your company. That may sound simple, but it indeed is not. Indeed, most potential customers have incurred serious trust issues in the past. To you to do something about that. But how do you deal with something like this?
Trust takes time
As a customer, you want to be taken seriously. When someone takes the time to answer your questions and gives you the information to make a good choice, the trust grows. Wanting to manage a transaction or a deal quickly (especially in B2B) does not always work well. Embrace time. Sow to reap later and do not try to force things. Trust must grow just like a tree and form firm roots to sustain its existence.
Trust requires honesty
Somewhere in our capitalist constitution, something unusual happened. For many companies, it became the most normal thing in the world to strive for more transactions instead of honesty. In the short term, you may be able to increase your turnover in a short time. In the long run, dishonest action will ALWAYS take you to business. Transparency in our internet era helps us with that. Acting honestly and honestly say what it is all about (even if you think you are not the right person/company to support a potential customer) releases positive energy within your organization and creates enthusiastic brand fans.
Trust requires dedication (to your customers)
When a customer feels devotion, the trust grows like cabbage. Not for nothing are there companies (Zappos for example) that go very far in their dedication towards the customer to maximize their well-being. Commitment in this means moving in your customer (see next heading) and continuing to give up until the customer has received an optimal experience. Dedication is tangible. In communication. In that extra mile. In the attentiveness. It may sound more substantial than it is, but that is because commitment is something that many people no longer count as a work ethic by definition.
Trust requires empathy
When you feel understood you will understand the other. When you feel understood you will find the other nicer. When you feel understood you will trust the other person. Move first in the customer before you even make an offer. When you do that you can make an offer that is based on the customer. Empathy not only gives a good feeling to the other person, it also ensures that there are even higher-level Closes.
Trust requires genuine interest
How do you ensure that employees can show real interest in their customers? In most cases, you will only succeed if you choose a specific boundary for customers who are a good fit for your company. If you prefer to take on all kinds of customers from all branches in B2B, the chances are that it will be difficult for your employees to show genuine interest in customer problems. Better focus on specific customer profiles and attract employees who have a good match with that. Then it becomes a lot easier to show genuine interest.
Trust is reciprocal
Take someone in mind that you trust 100%. What is the probability that the other person will trust you completely? Right, trust is reciprocal. When a customer fully trusts you, you can be confident that the chance is enormous that he will recommend you to others without cans or blushes. Building a relationship based on trust may take time; in the long term, it delivers a lot of value. The value in the form of new customers, but even better: valuable contacts, conversations, and experiences.