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How to Tell Customers to Trust and Buy from You

Posted On - 07/06/2013 12:52:43

How to tell customers to trust and buy from you: image from DIGO BrandsCustomers only buy from those they trust – right? Is it? Customers buy for a whole host of reasons: quality, expertise, convenience, approachability and of course price are a few. And together these things spell t-r-u-s-t. Problem is how can you reassure prospects you can be trusted when you'd never say you couldn't be? More, how can you convince them it's true before you've actually spoken to them?

The real deal

If I asked you to prove you could be trusted you'd likely tell me about all the satisfied customers you have. You might relate me a story about how you'd ‘gone-the-extra-mile' to help a customer. Or how you help those who have difficulty with IT. All great examples – nothing ‘wrong' with any of them…but. That's the issue: it's not what you're saying; it's that you're saying it at all. Because how can anyone tell if you're telling the truth if they don't know you? How can anyone tell if what you've said is just a few good news stories amongst a mass of anything but? It's not because anyone feels they can't trust you: it's that they don't know they can. To be the real deal you need more than your own words to prove you can be trusted, you need evidence.

   Tip: Make a point of showing everyone you can be trusted.


Go beyond selling your value

Previous blogs in my series 'Selling Your Value' have majored on how to make the most of the genuinely considerable advantages you have. Of how to market you are entirely trustworthy, knowledgeable, skilled, approachable, community spirited, convenient and local. All the things your catchment needs to know to consider you. And much that will generate a great deal of trust. So what more is there to say? What else could there be that's worth mentioning? Try pricing, authenticity and service.

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