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ONLINE BUSINESS HELP

10 Ways to Build Trust and Build Your Business
By: Developer Shed
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    2003-11-25

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    10 Ways to Build Trust and Build Your Business
    by Charlie Cook

    You wouldn't buy a car if you didn't think it could get
    you home. And you wouldn't purchase it from a dealer
    you thought was robbing you blind on the price and might
    not stand behind it if the engine fell out as you drove
    it off the lot.

    Before making a purchase from you, buyers need to trust
    that your products and services will do what they are
    supposed to. Does your marketing help establish the trust
    necessary to convince prospects to buy from you? If you're
    struggling to attract clients and customers, use the
    following tactics to convert prospects to clients.

    1. GET TESTIMONIALS
    No matter how great your credentials are or how much
    experience you've had, people pay more attention to what
    OTHERS have to say about you.

    Pick up the phone and call your customers to ask what
    they thought of your product or service, what they liked
    about it and how it was helpful. Edit their comments, get
    their permission to use the comments and then feature
    these testimonials in your marketing materials.

    2. USE ARTICLES INSTEAD OF ADS
    We have come to distrust ads and to believe what we read
    in published articles. Invest your time in writing articles
    to establish yourself as an expert. If you run ads, include
    testimonials in them.

    3. GIVE SOMETHING AWAY
    When you give something to people, regardless of the cost,
    they are more likely to trust you and return the favor by
    buying something from you. Use an ebook, article,
    workshop or free demonstration to build trust.

    4. GET REFERRALS
    When you need a new doctor, lawyer, plumber, carpenter
    or a place to eat you ask a friend for a referral. You
    trust the recommendations of people you know, and in fact,
    that's how the majority of people find jobs. Don't wait
    for the occasional referral to come in spontaneously;
    implement a proactive system to generate referrals.

    5. EXCHANGE ENDORSEMENTS
    Team up with a business you trust that also targets your
    market. Get them to include an endorsement of your
    products and services in their marketing and do the same
    for them. While a personal referral is ideal, an
    endorsement is a close second. This tactic can double
    your marketing reach at zero cost.

    6. GIVE EXAMPLES
    Tell a story instead of making impersonal and dramatic
    claims of what you or your product does. Use case studies
    to tell what you did for whom and the difference it made
    in their life or their business.

    7. PERSONALIZE YOUR MARKETING
    Its a common misperception that to sound credible your
    marketing should be dry and impersonal. People do
    business with people. You need to help prospects get to
    know you and trust you. Let your passion and personality
    come across in your marketing as well as your
    professionalism. Include a picture of yourself, with a
    smile, in a prominent place on the first page of your
    marketing materials.

    8. REDUCE PERCEIVED RISK
    Buyers' biggest concern is how well your product or service
    will perform. Providing a guarantee may help, but in most
    cases its not going to make the sale. Clarify the value you
    provide and state your commitment to seeing that your clients
    are not only happy, but ecstatic about your product and services.

    9. MAKE CONTACT EASY
    If you want clients to get in touch with you, show them how.
    Put your phone number at the top of your marketing materials
    and tell them to call. When you call them, give them your
    phone number again at the end of the conversation and tell
    them to call. If you have a web site, put a contact form at the
    bottom of your home page.

    10. STAY IN TOUCH
    The people you see and talk to on a regular basis are usually
    the ones you trust the most. Communication isn't the only
    ingredient for developing trust, but it is a critical one. If
    you sell services or high end products, a personal phone call
    is one of the best ways to answer prospects questions, and to
    establish trust. Contact your prospects and clients regularly
    and get feedback on what they are concerned about.

    You want to convert prospects to clients and clients to repeat
    clients. Use these ten marketing tactics to build trust and
    you'll find more prospects buying your products and services.

    2003 In Mind Communications, LLC. All rights reserved.

    The author, Marketing Coach, Charlie Cook, helps independent
    professionals and small business owners attract more clients and
    grow their business with the 5 Principles of Highly Effective Marketing.
    Signup for the Free Marketing Guide and the 'More Business'
    newsletter, full of practical marketing tips at www.charliecook.net
    ================================
    DISCLAIMER: The content provided in this article is not warranted or guaranteed by Developer Shed, Inc. The content provided is intended for entertainment and/or educational purposes in order to introduce to the reader key ideas, concepts, and/or product reviews. As such it is incumbent upon the reader to employ real-world tactics for security and implementation of best practices. We are not liable for any negative consequences that may result from implementing any information covered in our articles or tutorials. If this is a hardware review, it is not recommended to open and/or modify your hardware.

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