Thursday, September 01, 2011

I'm Baaack....

I’ve been busy with lots of new projects, training and writing
assignments. That’s why you haven’t heard from me for weeks. Sorry.

But I’m back with lots of new tips, like this one...

Customers will not buy from you unless they trust you.

Sales trainer Orrin Rudolph points out that every relationship, be it
business or personal, has a trust bank account. For example, we trust
our best friends because they’ve proven trustworthy over time.

The same is true in personal selling and marketing relationships. Every
interaction with a customer builds a deeper trust. Every purchase a
customer makes that goes well puts more trust in that account.

One day, whether you like it or not, things will go wrong. An order will
be delayed, a product will break, you’ll make a mistake ... whatever.
And when that happens, if you’ve built a solid trust account with your
customer, they'll draw against that trust you've built. They’ll be
understanding, forgiving, and keep doing business with you.

But if you don’t have anything in your trust account, you risk losing
that customer.

So it’s best to practice integrity and good customer service every time
you interact with a customer or prospect.

Trust me on this.

Takeaway:  Keep making deposits in your customer’s trust bank.