Getting your prospects to trust you: #4 Your guarantee

From the Desk of Joe Prospect “The world is full of fancy claims and puffed up promises. Are you willing to stand behind yours?”If you are able to give me a solid guarantee that you are prepared to stand behind—do it. Give me the strongest possible guarantee you can. If I don’t seesome kind of guarantee in your offer, I am going to wonder why you aren’t willing to guarantee your product or service.Remember, I am a big scaredy cat….

Earning your prospects trust: Tip #3 Proof

From the Desk of Joe Prospect If you say you perform better than your competitors, attach some numbers to that claim please. How long do you retain your average client relative to your industry? Do you calculate ROI on your service? What percentage of your business comes from referrals? How fast is your company growing?My biggest fear is making another in the long series of bad purchasing decisions I have made over the course of my life. Every piece of evidence you…

Getting your prospects to trust you tip #2: Who you know

From the Desk of Joe Prospect Trust in sales is critical and it is made up of several things. Previously I mentioned “consistency” as being one of the key components you need in your marketing to get your prospects to trust you.   You have to be in front of your prospects on a regular basis so they come to trust that you are a stable long-term company.  And your marketing message has to be consistent so you don’t confuse your prospects…

Gaining your prospect’s trust: Tip #1 Consistency

From the Desk of Joe Prospect How do you get your prospects to trust you?This really is the million dollar question.  When it comes right down to it, selling is all about getting your prospects to trust you.So what makes me trust you more than the next guy who is selling your product or service?Let’s assume that I have not met you personally and you have to get me to trust you enough to want to talk to you. The…

Do prospects see you as one of the herd?

From the Desk of Joe Prospect The Battle for Your Prospect’s Mind Whatever your business is, if you do not create a unique position in my mind, I will think of you as an accountant, or insurance broker, or printer or whatever profession you are part of. I will see you as being the same as everyone else in your group. Whatever associations I have already formed about your group, I will attach automatically to you. If you  are an accountant…