Aug 12, 2008

Building Trust

By building trust with clients and positioning yourselves as experts in a field, the conversion from prospect to customer will not involve "sales" at all. Small business sales are 90% marketing.

  1. Form the relationships through an introduction or networking.
  2. Build the relationship and trust by offering valuable information, help and being a "connector" for the prospect. Connect them with valuable people and resources.
  3. Convert them to paying clients by enticing them with your expertise, your knowledge or what they want, and an offer they can't refuse.