Seven Ways To Get More Clients And Customers By Building Trust In Your Small Business

Author:Mike Newman

People buy from people they trust. So how can you overcome a potential customer\'s natural reluctance to make that first purchase from you? Here are things you can do to build trust from the very beginning of your relationship with your prospects:

1, Tell them who you are - People like to know who they are doing business with, so tell your prospects all about you. This means more than a 3 line 'About us' page on your web page. Tell them your story - how you got into the business, why you are passionate about what you do, explain your mission and vision for the business, show photographs of you and your team. Display this information on your website, in your office reception, your store entrance and in your advertising.

2, Be accessible - Make your hours of business as convenient to your customers as you possibly can. If that means evenings and weekends then so be it. Have as many different ways of contacting you as possible: email, free phone, fax, walk in - whatever makes sense and gives the customer options. Display your contact information prominently. Let them know that if a query or problem comes up, you\'re right there to deal with it.

3, Use testimonials and referrals - Be fanatical about collecting testimonials and referrals from your satisfied customers. Post your testimonials everywhere: on your website, at place of business and in your marketing materials. Be imaginative use audio or video testimonials from your greatest \'Raving Fans,\' testifying how your products and services are second to none. When you get a referral from a customer, show your appreciation then act on it straight away and make contact with the prospect.

4, Be professional - That isn\'t about being stiff and starchy, it\'s about showing your prospects and customers the highest level of respect. It\'s immaculately presented premises, it\'s a web site that\'s free from errors and easy to navigate, it\'s staff who are eager to go the extra mile, it\'s about showing your customers and prospects that you are determined to put them first.

5, Build your brand - You can offer the best customer experience in the World but it\'s no good to you if people have never heard of you. So build your brand and spread the word so that prospects know what to expect, even before they buy from you. Naturally, you can do this through your traditional marketing but also consider newsletters, free information and advice and special events to promote your name and reputation. Also, get yourself and your team involved with community projects and good works. You\'ll build trust into your brand, get some free advertising and probably have a whole lot of fun too.

6, Offer a cast iron guarantee - Show prospects they have nothing to fear from buying from you. Build quality and excellence into your products and services and then back it up with a no quibble guarantee that shows your prospects how much confidence and trust YOU have in what you do.

7, Don\'t sell, listen - Find out what your prospect is really looking for. Ask questions and listen closely to show that you are genuinely interested and committed to finding the best solution to their needs - even if that occasionally means pointing them away from your product or service. It might cost you a sale today but it\'s an approach that will put long term profits in the bank, as you build greater and greater trust in you and your business.

The more trust you build with your prospects the faster they convert to customers and clients. Not only that but you will have prepared the ground for building great customer loyalty and sales in the future.

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About the Author
Mike Newman is an accomplished business turnaround expert, entrepreneur and business coach Together with his wife and partner Trish, he founded Newman Initiatives to offer no nonsense, practical advice to small business owners. Their website offers business coaching services, marketing tips, resources and success strategies for small business.

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