You can build trust with your sales prospect if you are able to make a connection before calling with valuable, timely, and relevant information.
If you are able to contact a sales prospect before calling with valuable, timely, and relevant information, you can build trust and make it more likely that your message will be received positively. Many prospects will use the internet to research you and your company before you make your first presentation; a significant number of prospects will perform this research even before agreeing to schedule a presentation. With this in mind, many of the ways to build trust with sales prospects before calling are centered on optimizing your accessibility on the internet, but these are not the only methods you can use to build trust with your sales prospects.
Your internet presence should be acting to build trust with sales prospects, and you cannot rely solely on your organization’s website to do this for you. After all, to your sales prospect, you are the face of the company. With this in mind:
Online reviews are often the first place consumers look for information when deciding whether to make a major purchase, and the same is becoming true of sales prospects. A negative online review can have an outsized impact on your ability to build trust with sales prospects. Periodically search common review sites and reviews accessible through major search engines to proactively correct any erroneous or misleading reviews about your services.
Client testimonials are an excellent way to build trust with sales prospects. The earlier sales prospects are able to put their faith in your ability, the better your sales results will be. Do not wait until late in the sales pipeline to introduce your sales prospects to your client testimonials. Instead:
Few things can build trust with an audience better than the perception that an individual is an expert. One way to encourage that perception is to publish your thoughts, views, and advice through major channels. You are an expert in your field, and by sharing your expertise with others you can help your sales prospects understand the value you bring to the table. Consider:
The point of first contact with a sales prospect often crucially influences the tone and direction of a sales opportunity. Whenever possible, connect with sales prospects over social media or email before making the first call. It is even better if you can meet sales prospects at a conference or other industry event and begin building rapport in person. Combined with other ways to build trust with your sales prospects before making the first call, these methods can help you become more efficient and effective and reach your sales targets.
Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.