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May 13, 2009 
How to Quickly Build Trust With Customers…
In yesterday’s post we discussed that most people don’t do what they say they will do.
We also discussed that keeping your promises will put you ahead of 95% of your competition and build trust.
Lastly, we showed a simple 3-step system to ensure that you keep your word.
Now, we are going to turbo-charge that advice…
Since keeping your commitments is a proven way to build trust, it stands to reason that we would want to make and keep as many commitments as possible as early as we can in the relationship. Of course, showing up on time is critical for the initial meetings and/or phone calls.
Right now you need to think of three or four “promises” that you can make when talking with a customer that will be easy for you to keep. Depending on the conversation, you simply drop one or two of these commitments into the discussion, and then you fulfill on them after you are done with the conversation.
A few examples:
1. You saw an article in the newspaper or trade journal that is on a topic of interest to your customers. You get a good original copy of this article and make some copies. When you are talking with a client ask them if they saw the article about “X” and briefly describe it to them. At the end of the discussion, tell them you will send them a copy… And do it. (you have built some trust that you do what you say)
2. You know an event is coming up that is of interest to your clients—say a trade show. Ask if they are going and tell them you will send them information about the show… Then send it…
3. As a plus to #2 above, if they aren’t going to attend tell them you will send them an after-action report on what you saw at the event that might be of interest to them. Then do it…
4. Promise to put them in contact with someone you know that they might benefit from also knowing…
5. Discuss a great book and send them a copy…
6. Tell them you will send them a customized proposal and then do it.
7. Say you will follow up at an exact date and time, write it down and do it. When you call, if you get a answering machine leave the message that you are calling at the time you said you would call…
8. You get the idea…think of some of your own.
The concept is to pro-actively look for ways to keep your commitments, and to do this as much as possible to build your credibility as someone who follows through. At the same time, you are also building up a favor bank with the potential client which will invoke the Law of Reciprocity which is one of the fundamental tactics of Influence as taught by Kevin Hogan and other persuasion experts..
This may sound simple. It may sound like common sense. But if you do it, you will be on your own level in most cases. Because not very many people are willing to go the extra mile. Always be thinking of ways that you can add value to your customers lives…
Tomorrow, I plan to shift gears and switch away from building your business and your assets to using your business as vehicle to protect your personal assets.
Stay tuned…
Rob
19 Comments 
(1 comments)
• May 13, 2009 @3:16 pm
(51 comments)
