The most important part of getting customers and clients to want to do business with you or continue to do business with you, is to get them to like you and trust you.
Would you do business with someone you don’t like or trust? Even if they had all the knowledge and what you needed, you probably wouldn’t give your money to someone you don’t trust.
So our goal needs to be to create rapport and get people to trust us.
How do we do that? By expressing sincere concern for their challenge and a sincere desire to want to help them solve their problem. Because that’s what we are. We are problem solvers. If you’re a doctor, lawyer, business consultant, salesperson, or carpet cleaner, people come to you because they have a specific problem and are looking for a solution. What I’ve seen most people do, especially in sales, is talk about their agenda, not even paying attention to their prospect.
About 10 years ago, my wife (fiancé at the time) were looking for furniture for our new place. And I remember walking into one store and before I was even able to tell the guy what I needed, he was all over us, telling us how great of a deal he’ll get us, and that they have the cheapest prices in our city, and they have great specials on dining room sets, and on and on.
We were simply looking for a couch and a love seat, and this jerk didn’t care what we needed, and was to absorbed with his own agenda. Needless to say we didn’t buy from him, but went across the street and spent about $1,500 with a very nice guy who actually listened to us. And even though he didn’t have what we wanted in stock and we’d have to wait 2-3 weeks for it, we felt totally comfortable to do business with him, because he listened to us and made us feel good.
So the key is to get your prospect to feel good about themselves when they’re with you. You win their trust and their business.
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