- The “I like this guy, he’s just like me” principle. People like anyone who is like them. Have you ever felt an instant rapport with someone when you found out they went to the same high school or college as you? What if you’ve traveled somewhere and found someone from the same city as you?
When people see you as someone just like themselves, they instantly have a higher degree of trust for you. After all, wouldn’t you trust yourself?
The more you’re just like your prospects or customers, the more they will instantly trust you.
- Keep your word. This may sound obvious too some, but there is much more to it.
Often, there are circumstances that arise where you are let off the hook. You don’t have to do what you said you would. People forget, circumstances change. A new excuse may come up where you feel like you can’t keep your word.
But here’s a sparingly used strategy to win you friends and gain profitable, long lasting relationships. Keep your word no matter what… and when you can’t, find another solution to make sure the other person is more than happy.
Just imagine how good you would feel if… you did some work, all was forgotten about it, and then a few months later you get a check in the mail.
Would you feel like the person who sent you the check is an honest and trustworthy person? You bet. They kept their word even though you forget they had to.
Other areas in your business where you want to make sure you keep your word or else face the wrath of bad blood against your business include such things as:
1 Paying referral commissions or affiliate marketer’s checks on time (even doing this earlier than expected is a good idea to make a positive impression).
2 Put a serious effort in to finish joint projects when agreed.
3 Having your full effort put into work that‘s agreed upon.
4 Keeping dates you set under most circumstances.
If you have trouble meeting things you’ve said or agreed to, then you need to set your standards lower so you don’t disappoint someone else’s expectations. Your goal is to exceed what is expected. In other words, over-deliver.
The reward? A loyal following of hard-working people that surround your business… because you have taught them you deliver more than what you promise.
And that alone is an extremely powerful motivation for someone to want to work with you. As opposed to your competition, who has much less to offer.
- Give great customer service. Let your customers know you offer superior service. Then, let your work speak for itself.
When you offer great service, you don’t need to yell about it. It turns your customers off when they keep getting told what a great service they’re getting.
If you provide a good a product or service, it will speak for itself. Your customers will detect when you are working hard to serve them and when you are not. So don’t overdo it by yelling what a great job you do.
Naturally, it’s good to remind them of what they get by doing business with you, but it should not come at the expense of providing a great product. It’s a bit like “walking the talk, but not walking the walk.” You should be able to do both.
- Show your appreciation. When you have success in your business, always show your “thanks” to the people who got you there. From customers to partners… to other workers who made it happen.
You can do this by:
- Offering bonus gifts to customers. Whether it’s a special report or a discount on their next purchase. You can make money and create goodwill with this appreciation technique.
- Give an incentive reward to sales people or affiliate marketers to thank them for their achievements and to keep it going.
- Or just give your appreciation with a “Thank You” celebration.
The little effort you give to show your appreciation will go a long way in building trust and help keep your successful efforts going. It cannot be over-emphasized in importance.
- Motivate others to action. To make sure everybody is getting a fair deal, the people who surround your business should be motivated. They should feel like they have something to gain by doing their job.
It’s easy to do this by having strong relationships with them and making them aware of future possibilities.
- Better educate your customers, employees, and others you deal with regarding your business so they can gain a full understanding and have fewer questions and doubt.
- Make the people around your business aware of the future possibilities of growth and benefits to be offered.
What are your future goals? Where do you see your business going?
By having a clear picture to tell your customers, employees, and partners (and what it can do for them), it allows everyone to know the benefits ahead by continuing their relationship with you.
- Show your confidence, not your doubt. If you have doubt about a deal, product, or other venture, then of course you need to resolve that doubt. But, even more, you should radiate your confidence. When people see your confidence, they will gain it too. Just like a smile, confidence is contagious.
Not to mention the instant amount of trust people feel when they see you know what you’re doing and aiming for.
- Personalize your sales process. People like dealing with other people. Even on the internet where it can be impossible to get 1-on-1 interaction, you are still able to add little touches of personalization.
In direct response sales letters, simply writing a letter to a person using their name, such as “Dear Bob,” instead of “Dear Friend” has proven to increase response by significant amounts time and time again (sometimes hundreds of percent).
Why? Well, it makes the person feel like you know ‘em. It’s like somebody coming up to you on the street trying to sell you something and they say, “Hey buddy,” as compared to “Hey Roger.” One says, “Hey, I am stranger” and the other says, “Hey, I know you.”
Personalization with names are possible on the internet in two ways:
- First, in email. It only takes a line of code, such as <$FirstName$> for the computer to input your customer’s name into each email for you.
- Second, you can collect the customer’s name first. Have a web page where you send visitors to that says, “Sign-Up Here To Learn About a Solution To X Problem.”
Then, on the next page, you can have a software script installed on your server (where your website is stored) that places the customers’ name on the following page you send them to.
Now, the whole sales process is personalized. So, instead of “Place Your Order Now”, you can say “Bob, Place Your Order Now!” The difference is enormous.
Although using a person’s name in your sales process is one of the bigger techniques you can use to improve response with personalization, there are other things you can do. These include…
Offer personal interaction with a live person when possible. This may just be as simple as calling the customer after an order and thanking them.
You should also try to make the sales process catered to each customer’s specific needs as closely as possible.
- Make sure questions and concerns are addressed. When someone you deal with is filled with uncertainty, they are going to be skeptical of what you have to offer. Their worries prevent them from fully having faith in what you have to offer.
With customers, you would handle this with a customer support system… where you address concerns throughout your whole sales process.
Before the customer buys, you make it clear what you are offering and how your product works. You may decide to include a FAQ section that your customers can read, as well as being upfront about what’s involved.
Next, after the sale, you need to make sure customers know how to make good use of your product or service and can get their questions and concerns answered.
Manuals, educational reports, and getting-started videos allow customers to solve problems on their own without waiting for your business to answer them.
Besides your customers, you should also have a way for others involved with your business to get their questions and concerns met. You may find the best way to do this is email, having set hours you can take phone calls, or other methods depending on your size.
Let me know your thought by leaving a comment below.