As a small business owner, you understand that building trust, credibility, and strong relationships with your customers is essential.
Credibility and trust are your greatest assets when the market is so competitive. People buy people, and ensuring your target audience is engaged and nurtured is up to you. Building those all-important relationships starts with your UHP® (Unique Human Proposition).
We are all unique, so it goes without saying that YOU are your biggest selling proposition.
Building trust comes easily when you realise how unique you can make the buyer’s experience. That’s what UHP® is all about – the human connection.
We all have an emotional element to our buying decisions, and more than ever, we desire that human connection.
How can you use that knowledge to increase credibility and build trust to improve your sales techniques?
Strip your sales strategy back to relationships.
In a world of automation, it’s easy to lose sight of the foundation of your business – relationships. Building and nurturing relationships with your current customers as well as potential customers should be at the core of your sales strategy. But how can you maintain this?
Personal touch – treat your customers as individuals. They have unique issues that deserve your time and effort. Step into your customer’s shoes.
Listen – pay attention to what your customer wants and needs. Understand their challenges and be ready to offer the right support or adapt your products or services based on the feedback they provide.
Be consistent – how you conduct yourself and the quality of your products and services helps to establish trust with your audience. When your customer knows they can rely on you to deliver on the promises you made they become your biggest cheerleader.
Hone your skills.
Your business credibility is closely linked to your skillset, knowledge, and expertise. If you continuously learn, develop, listen to your audience, and improve, your customers will feel special and continue to work with you.
How can you ensure you hone those skills?
- Keep up to date with industry trends and developments
- Attend workshops, webinars, and conferences to expand your knowledge
- Invest in training
- Obtain relevant qualifications or certifications to demonstrate your expertise
Human-centered selling
To stand out in the crowd, it’s essential you understand how to adopt a human-centered sales strategy.
Storytelling is a fabulous way to tap into human-centered selling.
“When we read a story, not only do the language parts of our brains light up, but any other part of the brain that we would use if we were actually experiencing what we’re reading about becomes activated as well.” – Rachel Gillett
92% of consumers want brands to share their story. What’s your story? What can you share with your customers so they know you understand them? Consider your customers’ pain points and offer solutions addressing their needs using stories that resonate.
Trust and credibility come from the time you take to build relationships. That trust can come in a variety of ways, from offering free downloads to providing exceptional customer service.
Accountability matters.
When your customers see that you take responsibility in and around your business, they have faith in what you are doing. Be transparent at all times and remain open and honest with your audience.
- Set clear expectations and clearly communicate with your customers
- Handle complaints or mistakes with grace
- Encourage your customers to provide feedback and act upon it
“Exhibiting accountability over time is a gateway to trust. When we see someone acting with accountability, we gain the evidence we need to trust them.” – Mike Erwin and Willys Devoll
Long-term thinking
You can’t build credibility and trust overnight. It takes time, effort, and patience, but it’s worth it when you build a loyal customer base.
How can you ensure your business remains at the forefront of people’s minds for the long term?
Consistent branding – make your business brand recognisable and align with your core values. Familiarity builds trust.
Extended vision – think about the long-term relationships you can build with your customers rather than in-the-moment sales. Your loyal customers will become a valuable asset to your business.
Evolution – be willing to adapt to the changing needs of your customers and the market. Stay relevant!
As a small business owner, your success relies on the credibility and trust you create. Prioritise customer relationships, hone your skills, and maintain a human-centered approach. These simple strategies build the foundations of your business growth.
Building trust takes time, but the rewards are worth the effort.
Are you ready to invest in your business and learn more about building trust and credibility?
Book one of my Express30 coaching sessions and gain the clarity you need to drive sales in your business. Do you have a burning challenge with sales, then my Express 30 sessions are designed to solve that issue in just 30 minutes.
“I booked an Express30 session with Jules when I was feeling a bit blocked on my business’s direction. I needed clarity on the services I offer and a boost of confidence to push forward with my plans. Jules doesn’t waste a second and quickly gets to the core of your challenge, ensuring you leave with everything you need and a buzz about your business goals. I can highly recommend these Express30 sessions.” Shelley Wilson, Writing Mentor
Want to find out more?
Schedule a virtual cuppa with me, and we can have a chat about the Express30 sessions or my other coaching services.
Looking for an experienced and inspiring Keynote speaker, ready to captivate and entertain the audience at your next event?
Jules White has established a successful International award-winning business, created her own trade-marked methodology, is an Amazon bestselling author, and TEDx speaker. Her mission is to untrain anyone who has been trained to sell.
Book Jules White to speak at your next event HERE.