7 Ways to Build Trust with your ProspectJanuary 19, 2019
How Sales Success is Very Similar to Dating and Falling in Love…February 1, 2019
In last week's post, I talked about the importance of earning your prospect's trust in sales and shared some advice on how you can do that. However, helping your prospects build belief in you is also key. So, in this post, I share 5 tips on how you can help your prospects build belief in you and turn them into a customer. Hit play on the video or keep reading!
1. Tell the Truth
This first tip is something that we are taught from a young age and it should still apply in a business environment and that is to tell the truth. One lie makes all your other truths unimaginable and so if you're found to have lied to a prospect, they will without question, doubt what you tell them in the future- even if what you tell them is the truth! This therefore, damages the relationship and it can be hard to mend. So, tell the truth- be honest with your prospect if a problem arises rather than trying to hide the truth. This is a far more manageable situation to overcome and your prospect will appreciate your honesty. If you win a piece of business based on a lie, the relationship will be short lived as they'll realise you have mislead them further down the line and this will not only damage the relationship with that particular prospect but it will also damage your reputation as a business. Telling the truth however, will help you to win your prospect's trust and then you can work on building their belief in you.
2. If You Don't Know, Say So
Knowledge is one of the key elements that a prospect looks for when making a buying decision. So, if you don't know the answer to some of their questions, it can be tempting to pretend like you do to win the business. However, just like lying to a prospect, this can be extremely damaging because further down the line, they will find out that you provided them with the wrong information.
If you don't know the answer to a question your prospect asks of you, say so! They'll respect you for admitting it to them and they know that you're only human- you don't know everything. If you do all you can to find out the answer and get back to them, they will start to build belief in you because you provided them with answers to their questions and were honest with them. And, in the future, learn from this obstacle and build on your knowledge of your product or service.
3. Use the Same Language as Your Prospect
Using the same language as your prospect will show them that you are on their wavelength and have a good understanding of their company. For example, if your prospect uses the term 'customer'- use it too. If they use the term 'client'- use that. Similarly, pick up on their industry-specific jargon and use it where possible to show them you have some understanding of their industry. Of course, avoid using it if you don't know actually know what it means as your prospect will see straight through you!
4. Be Genuine and Passionate About What You Do
Being genuine and passionate about your product or service is a great way of helping your prospects build belief in you and your company. Passion and enthusiasm is contagious and if you're passionate about what you do, it will rub off on your prospect too. My prospects tell me that I exude passion and it's true- I love what I do and I love helping my customers achieve results. I don't have to pretend because it's a genuine passion and it comes through in the conversations I have with my prospects. Allow your passion and enthusiasm to shine through in your prospect conversations and your prospects will build belief in you and your company.
5. Show Them Proof
Being able to deliver testimonials or put your prospects into contact with your existing customers is another great way to help your prospects build belief in you.
Testimonials and word of mouth are evidence that the promises you are making to your prospect, you can really deliver on because you have done it before. Your prospects may doubt your word (understandably), however hearing a great review from an existing customer or two will convince them that they should believe in you and you really can get them results.
Start practicing these 5 tips and you'll be well on your way to helping your prospects build belief in you and winning more business!
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