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Building Trust For Lifetime Success
Trust. One word. One very powerful word that can increase both first time and repeat sales to an unlimited degree. Trust. What is it? Why is it so important? How do you get it? Confidence in you from your cutomers, builds relationships and as a result, more sales, and through excellent customer service. That's the short and sweet of it. Now, how about a little more meat to it. What is trust and why is it so important? Definition: confidence in a person or thing because of the qualities one perceives or seems to perceive in him or it. (Webster's) The confidence that any visitor or potential customer has about your business, service or product is the foundation of present and future success. Before any potential customer even enters your site for the first time, there's this underlying feeling of distrust. It's automatic. Either they're new to the Internet, received a poor product or service from a competitor or have already been scammed a few times. Your first contact is either in some ad you placed in an ezine, classified, message board, banner, search engine description or some other form of advertising. Was it full of hype or were you honest in what your product or service delivers? Once that customer enters your site and they don't see what was stated in your ad........... goodbye, you just lost a sale and probably a lifetime customer. If you can't be honest in your ad, then you are pobably not going to be with your product or service. So, why should that visitor stick around only to be disappointed or scammed again? Would you? Do you know what happens when that visitor leaves your site? They email an ezine editor, friend, or leave a nasty little post on a message board about their not so wonderful experience with you, and you are credibility is gone. How do you build that trust? Believe it or not, it's not that hard. It does take effort and it's an ongoing process, not something you do once and forget about it. Be Honest. The importance of building trust really shows through here. Honesty should be at the front of your mind when you write up your ads and web site copy. Especially when that advertisement includes something free. Don't use free just to get visitors, your trust and credibility takes a hard nose dive when the "freebie" is junk. Only write exactly what your product or service delivers and leave the hype and exageration out. Don't Hype I always skip over the ads that actually promise truckloads of money with little or no effort. Come on. BIG BOLD HEADLINES are a sure sign of hype to nth degree. Promises that are impossible, like the truckloads of cash, are always a big giveaway. If your product doesn't have it or do it, then don't promise it. Follow Up If you've done everything right so far and you are making sales, don't forget about the customer. Follow up with a thank you letter. Add a special bonus that they did not know about. Ask them if they like your product or service. Ask if there is anything else you can help them with. Bottom line is, build a relationship without trying to always sell them something. Talk to them, not at them or down to them. Be their friend and actually help them out when they need it, if you can. Use Testimonials on your site. When you followed up with your customers and asked if they liked your product, then ask if you can use their comments on your site. Of course, you'll also include their name, email and website address. Testimonials build enormous instant credibility. If a visitor to your site sees that there are already satisified customers, then you deliver what you say you will and you've kept in touch with that customer. Plus the name and email also keeps the visitor comfortable as they know that they can get in touch with that person to verify what they had to say was, in fact, true. As you can see, building trust isn't all that hard. Just be sincere. Be personable. Be available. If you follow these few rules to help you gain trust and credibility among both your site's visitors and your peers, then you'll gain both lifetime customers of your product and lifetime relationships with some really good people. About The Author Randy Lever is the owner of the "Complete Internet Marketing Package", Marketing Profit. Learn the ins and outs of a successful ad campaign. http://www.glimmersmarketing.com/marketingprofit
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Careers and Employment How to Develop a Proactive, New-Business Sales Team! I don't know about your business but in my experience proactive, positive, consistent new business winners are the holy grail of any sales organisation. All of my clients have their own unique ways of motivating, managing and running their sales teams yet they all have problems from time keeping those teams on target and "up for it!" In this article I am going to cover the core fundamentals of How to Develop a Proactive, New-Business Sales Team. These are the same strategies and techniques that I have used to help many of my clients explode their personal and their team's sales. These strategies all combine an exciting and proven mix of attitudinal, skills and structural development that really works and what's more they're fun so your staff will want to use them! How to Increase The Sales Of Promotional Products I have searched for a new way to increase the sales of my promotional products. A good way is to start an affiliate-program with a commision for every customer who buy an product and who came to your page from a webpage of one of your affiliate-partners. The Differences Between A Commercial Collections Agency & Lawyer If your letter writing and phone calls have all failed to resolve a debt issue, it is time to call in a professional - a commercial collection agency or a lawyer specializing in commercial debt collection. The Product or the Sale This is a quandary not unlike the chicken or the egg question, "Which comes first?". Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services? How To Use A Powerful Leadership Tool To Step Up Sales Results Good sales people can close, but few "step up" for even more sales from that close. Yet stepping up should be one of the easiest accomplishments in sales - that is if you know how to build the staircase. Profitable Relationships: Is It Amateur Hour or King of the Hill? "We're in the relationship business...airplanes are what we use to provide a service." remarked Colleen Barrett, President and COO Southwest Airlines remarked, How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools You've probably heard of focus groups. It's a tool that the big guys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I call "clue hunting." For example, I once sat through a series of focus groups on a new camera-related product. After three focus groups, we were able to pretty well conclude there wouldn't be much of a market for this particular product, and the idea was dropped. The three focus groups probably cost this advertiser around $5000 vs. the hundreds of thousands of dollars that would have been wasted had they put the product into manufacturing. The Achilles Heel of Management Coaching While heading home at day's end, you begin reflecting on a coaching meeting you had earlier that day with an employee, Chris. You hope that, this time, you finally succeeded in getting her to understand the importance of spending less time in disruptive socializing in the office and more time elevating her performance. If not, you feel that your only remaining alternatives are to give her a poor performance evaluation or demotion or may even fire her. You're reluctant to do either of the first two things because you know these would disrupt the positive work relationship you've had with Chris. And you don't really want to fire her. On the other hand, you are running out of patience; this is the fourth time you've said something to Chris about the situation. Admittedly, the first few times, your comments may have missed the mark because you gave her only some casual feedback. But about a month ago, you held a formal coaching meeting with Chris, in which you discussed the situation in depth and came away thinking that she understood the need to change her behavior. In fact, she did change. But after a week or so, she was back to her old behavior. How We Build a 90% Failure Rate into the Sales Process I recently began doing training in the banking industry. Across the board, successful bankers close between 2% and 6% of the prospects they call on, starting from their first prospecting call. Leadership - How To Turn The Vision Into A Reality Be clear about where you are now. Audit your strengths and areas for development Whats a Professional Sales Manager? I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I did not have my usual number of proposals out for consideration. So, I wasn't as busy as usual. As my activity slowed, I began to worry. My doubts increased to the point where I had thought myself into a real depression, stuck on the question of "What's the use of trying?" The more negative my thoughts became, the less energy I had. My lack of energy led to fewer and fewer sales calls, which of course, led to less activity. And that led to more depressing thoughts. I was caught in a powerful downward spiral. Set Yourself up for Trade Show Success Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Here are five tips to get you started. Stop Drowning: Nine Strategies For Managing Your Priorities I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager. Susan is also exhausted. Transforming Your Sales Force by Creating Specific Expectations I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he could not get them to do what he wanted them to do. Here's the example he shared. Sales Plan? Whats a Sales Plan? In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details. When I was dancing professionally, all the details were taken care of; all I had to do was show up and dance. Even when I was choreographing, as long as I met my deadline for when the dance needed to be complete, I could go with the moment, go with the impulse and see where the dance led. The Boss from Hell: Quick to Criticize, Slow to Praise So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch. How Do I Manage Workplace Conflict? Workplace Conflict Poor Performance - Fix it by Coaching Coaching is about finding out the cause of poor performance or behaviour and discussing with the team member how to put it right. Sales Pipeline Forecasting Is There A Better Way? To put it mildly most companies sales forecasting just isn't delivering, a staggering 90% of the deals do not close as forecasted even when the close probability is 75% or over. Even more astonishing is that 54% of forecasted deals are lost to competitors or to a no decision. Run a Productive Business From Your Car-Office The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises. You no longer have to go to a bank to complete your transactions or home loan applications. Insurance brokers visit your home or office; retailers deliver products directly to your home. This change in distribution methodology has meant many of us now run a car-office.
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