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The Hidden Mystery Behind Building Trust with Potential Customers

The Importance of Building Trust With Customers

We don’t buy products, services or companies. Well, we do, but we buy them from people we trust. We all operate in competitive industries. Our prospects can find what we sell just about anywhere. So, how do they decide who they buy it from? They buy from the person they trust. Therefore, people buy from people – first.

Importance of Building Trust With Customers

Knowing this, we have to be sure we are conducting ourselves in a way that is trust building. The number one way to build trust [1] is to care more about the prospect than about ourselves. And yet, one of the hardest things to do is to NOT think about the sale.

So, what do we do? Start by embracing the idea that the more you think about selling, the less you will actually sell. You will be working against yourself and your best interest. If you can own this truth you are on your way to gaining trust and growing your business.

Now, focus on your prospect. The more you learn about them the more you will be able to identify if, and how, you can help them. The truth is this is all they are interested in. They don’t care about your product or service. They care about the problems they have, the challenges they are facing, and their own success. If you can connect your product/service to their situation, you are far more likely to gain their business.

You can’t assume you have a solution for them. That’s one of the traps of sales — believing your offering is valuable to everyone. Maybe it should be, but it isn’t. It’s only valuable to the people or companies who see value in it. And the only ones who are going to find it valuable are the ones that trust you to provide the solution.

Consider these three steps to being the person your prospect will buy from:



When you implement these steps you will find that you are developing deep relationships where you should be. You will build trust that will positively impact your business over time. And the people or companies that should be buying from you, will.

They will want to enter into a business relationship with you, and they will refer you to others. Because people buy from people. Period.

Photo via Shutterstock [3]