Do Your Prospects / Customers Trust You?
(Photo Credit: Pierre Beteille) Mark Drager is a Toronto based entrepreneur who created a new business in 2006 called Phanta Media. He was a startup entrepreneur who was trying to stand out in a very competitive market.
Fast forward to today and Mark is doing business with clients like Royal Bank (the 55th largest company in the world!) and Audi.
I asked Mark how he was able to build up a company out of nothing and he said “It’s all about building trust” – in a sales cycle where you may not have much personal contact you need to build trust with your prospects to get them to believe what you’re saying and sign on to do business with you.
Mark decided to write a white paper on how you can quickly build trust with your prospects that I thought was worth sharing. You can view the white paper at Mark’s website.
Here is the executive summary:
“The truth about trust is nobody – but nobody just gives it away. Sure, trusting is an easy thing when you’re talking friends and family. You might even trust the electrician or mechanic that a neighbour recommends, but in the absence of face-to-face contact – out there in the ether – how easy is trust to come by? Let’s take a closer look at that moment when a customer or client enters into your sales cycle.”
Here are some of the key points:
- Attempts to break through the marketing-noise has taken a “tricky, even risky direction”
- Trustworthiness is built on operating principles that need to be demonstrated
- Focus on others (clients, consumers, co-workers, partners) for the other’s sake, not for economic benefits
- There’s something very appealing about working with a company that lays all its cards on the table and operates with full transparency
- Resist the urge to over-promise and stay true to your original, authentic values
The entire white paper is only four pages long but it’s worth a read – again, you can view the white paper at Mark’s website.
And as always, let me know what you think by commenting below!
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RT @tweetmeme Do Your Prospects / Customers Trust You?
(Photo Credit: Pierre Beteille) Mark Drager is a Toronto base.. http://short.to/tqdr
RT @tweetmeme Do Your Prospects / Customers Trust You?
(Photo Credit: Pierre Beteille) Mark Drager is a Toronto base.. http://short.to/tqdr
RT @tweetmeme Do Your Prospects / Customers Trust You?
(Photo Credit: Pierre Beteille) Mark Drager is a Toronto base.. http://short.to/tqdr
RT @tweetmeme Do Your Prospects / Customers Trust You?
(Photo Credit: Pierre Beteille) Mark Drager is a Toronto base.. http://short.to/tqdr
RT @tweetmeme Do Your Prospects / Customers Trust You?
(Photo Credit: Pierre Beteille) Mark Drager is a Toronto base.. http://short.to/tqdr
RT @tweetmeme Do Your Prospects / Customers Trust You?
(Photo Credit: Pierre Beteille) Mark Drager is a Toronto base.. http://short.to/tqdr
RT @tweetmeme Do Your Prospects / Customers Trust You?
(Photo Credit: Pierre Beteille) Mark Drager is a Toronto base.. http://short.to/tqdr
RT @tweetmeme Do Your Prospects / Customers Trust You?
(Photo Credit: Pierre Beteille) Mark Drager is a Toronto base.. http://short.to/tqdr
RT ECEntrepreneurA: Do Your Prospects / Customers Trust You? (Photo Credit: Pierre Beteille) Mark Drager is a… http://short.to/tqdr
RT @ECEntrepreneurA: Do Your Prospects / Customers Trust You? (Photo Credit: Pierre Beteille) Mark Drager is a… http://short.to/tqdr
The Good Book advises: “Let your “Yes” mean yes and your “No” mean no.” Keeping a promise – any promise – speaks to the level of trust you will earn.
Why7
Because most promises are broken.
Deadlines are missed, appointments start late, reports do not arrive as promised, phone calls are not returned and at each disappointment, trust begins to dissolve.
Simply deliver on a promise and you have an excellent chance of standing apart from your competitors in a positive manner.
Developing trust also takes time. It is built by means of multiple contacts over a sustained period of time when promises are actually delivered upon.
So keep your promise regardless of how small or insignificant it may seem and continue to do so over an extended period of time.
These are two essential elements for building trust.