3 simple words. And every day I see evidence of how important they are in converting a prospect to a suspect to a loyal paying client who keeps coming back to you time and time again.
So how do you get your ideal potential client to know, like and trust you?
Well, to know you they need to be familiar with you. (In a non-creepy way, obvs) – and the best way to get to know each other is via regular contact.
This is usually achieved through blog posts on a consistent basis or preferably – and you won’t be surprised to hear me say this – your email newsletter.
Hopefully they begin to like you. You can do this through writing like you talk, if it helps, record yourself saying what you’d say if your prospect were there with you, keep it informal yet professional.
Again, it helps if you really know your ideal client.
Show them you know your onions. About your product or service but also the wider sector you’re in.
Feature reviews, testimonials, case studies etc.. Social proof – as I’ve commented on already today on LinkedIn – is dynamite.
After a period of time, depending on your audience and how well you communicate, they should begin to feel like they can trust you.
Only then will they buy from you, and even then there’s a scintilla of doubt as to whether they’ve done the right thing or not.
That’s why it’s so important your product or service does exactly what it says on the tin (points if you remember those ads, comments below if you do)
Anyway, enough from me today, I have a new client and a shedload of ideas to work through so til tomorrow…