5 Tips For Building Trust With New Customers

January 29th, 2015

Imagine you are on your first date.  That’s right—a date, not a business meeting.  What should your main goals be?  If you said get to know each other and build some trust, then you’re right! 

But that’s easier said than done.  And if you gain their trust in the right way, your date (or your prospective client) will sometimes even call you, instead of the other way around! Here are 5 ways to gain new customers’ trust:

Just be yourself.

So many of us have had bad experiences in sales meetings when someone just wants to sell you something without listening to what you really need. If you do that to other people sometimes, now is the time to stop being “that guy” or “that woman”.  What’s better? Actually you should just be yourself and act like you do in a meeting with a colleague. Selling your product should not be your focus: Instead, focus on helping people improve their businesses and making things run smoother and more efficiently for them.

Manage expectations.

Don’t overstate your value proposition. Prospects get overloaded with offers and they don’t trust all the over-the-top advertising massages. Is your promise believable for your potential customer? It’s better if you surpass your promises later.

Practice patience.

You need to earn the trust of your prospects and that is not done by calling five times and asking if they are finally interested in your product or service. You have to see it like a relationship or maybe even a dating scenario. You get to know each other for some time to figure out if there’s a match. Have your first date and go to the cinema and have an everyday conversation. Only after some time will you get to know each other better and want to make plans for the future together.  The important thing is to build your relationship with small gestures over time. For example, send your prospects an email with tips and tricks that are important for their business or a birthday card.

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Source: Shutterstock

Put yourself in your their shoes.

That helps you to learn more about their business and their needs. If you were your future customer, how would you want a salesperson to approach you? Would you enjoy having spam emails in your inbox or always receiving the same types of cold calls? Would you want the salesperson to fulfil your needs in exactly the same way they resolved their other client’s challenges or would you want a solution that is modified to fit to your needs?  Once you’ve heard some stories and they’ve opened up to you, you have a much better idea what it is like to spend a few days in their shoes.  This understanding will help you help them.

Existing customers can bring new customers

According to a Concerto Marketing Group and Research Now survey, 83 percent of customer will recommend a trusted company to others. Make use of this fact, nurture the relationship of your existing customers and they will recommend you to colleagues and friends. After all, it doesn’t have to be love at first sight.  As long as you build trust, get to know each other and have a good time, you’re very likely to get a call asking for a second “date”—and that’s precisely what want.

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