PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST. PERIOD! See for yourself. Let me start by asking you this. Have ever taken your business from one company and given it to another (which sells the same product or service) because you just didnt like the person you were dealing with. Have you ever said, I dont know what it was about him or her, but I just didnt like them. Or, I just dont trust him or her. Or, better yet, I dont even know them. If youve ever said these phrases, as I suspect we all have, then you know E-X-A-C-T-LY how important it is to YOU, to do business with someone you know, like and trust!! In the beginning of any of my businesses, I knew people would do business with me if they only knew me. I also knew that once they got to know me, eventually they would like me, and more importantly trust me. Then I would be able to conduct business with them for years to come. The same will be true for you. Think about it for a second. The instant someone starts to trust you, you sense it, dont you? After that trust is established, moving forward becomes easier doesnt it? It can be with a friend, a loved one or in business. And its peculiar because you cant really pinpoint it; you just know its been verified. Stop for a minute and think of one person you trust completely. Can you explain why you trust him or her? Its hard to put into words isnt it? I know it is for me. There is nothing more powerful than trust. Nothing. On the other hand, weve all decided not to buy from a Salesperson because something just didnt feel right. Maybe we suspected they werent telling us the truth, or the salesperson was side stepping our questions. When we sense deception or distrust, a very powerful alert mechanism is somehow automatically triggered in our innermost being. We dont think about it, it instinctively happens. Its built into us. Its as automatic as gravity. And, if we fail to yield to this built in INSTANT-WARNING-DANGER-ALERT REACTION, we will remain unsettled and uncomfortable regarding our decision. Do you know WHY you businesses repeatedly advertise and market to people? Because theyre attempting to establish trust and likeability, by continually placing their products/services in front of prospects. Thats why repetition, repetition, repetition is so vital in marketing and advertising to people who have no idea who you are. However, that style of relentless marketing and advertising is not necessary, but is considered obnoxious, to people that already trust you. Plus its a lot less expensive! It doesnt matter how many books youve read on selling, marketing, advertising, or prospecting, the most important reason people BUY is they liked, and or trusted the individual or company that was selling. So, to make your prospecting easier (note I didnt say easy), wouldnt it make sense for you to contact people that you have already established trust with? You know who they are, and I promise you theyll be more open to your new venture than a complete stranger would be. Youll find your sales presentations, quotes, bids, estimates, and prospecting, easier if you will seek out those who already know, like and trust you. At the core of all transactions you'll find this truth to be the foundation. |
