Apr 2021 How to Build Trust With a Prospect Faster and Win the Job
If you think back over the last few years, you would have clicked with some prospects from the first conversation, and trust probably developed very quickly. They are those jobs with magical interactions! So, let’s breakdown what happens at the beginning of the sales process when the interaction is great and trust builds quickly, so you can replicate this process with every prospect when you choose.
Often a prospect becomes aware of your business via social media, your website, driving by signage, or recommended by your client or associate.
They will nearly always visit your website or Instagram/Facebook page prior to contacting you, so it is here where you need to ensure credibility starts to develop. Credibility is the main precursor to building trust. Here are is a small marketing checklist.
- Keep your social media marketing and website updated and active. Continue posting quality pictures and videos so potential clients can stay engaged and impressed. Professional pictures of completed gardens and team members are important to maintain a compelling profile that communicates that your brand could be for them.
- Alliances with Industry Associations, professionals, and Industry Licences will also help to build credibility, so keep them partnerships visible on websites and brochures.
- Magazine articles, awards, and testimonials updated and posted on your website and profiles, all contribute to building social proof and credibility.
2. Do you really want this job?
When a prospect contacts you via email or phone, it is important that you qualify the prospect; they may sound nice, but that is not the only criteria you need in order to meet them. So what is your criteria? Set it, so you don’t waste your time. In other words, a list of questions to gain some details about the potential job is essential for you, and the client. Take the time over the phone, getting a good understanding of what this person wants, the scope of works, and what they are expecting. The aim is to refine this process, so you spend your valuable time only winning the projects that you really want.
3. Arrive prepared and on time.
Prepping in advance for the meeting is key to setting the stage for a positive first impression. Text them and confirm the meeting, plan your meeting with a checklist – phone discussion summary, images on your iPad, brief sheet and a copy of site from near maps (if possible). Be well groomed and ready.
4. The initial meeting.
- Be truthful & consistent
Stay consistent with answers. Be honest if you don’t know an answer, rather than making up an answer. Your honesty and consistency will build credibility and trust.
- Set your phone to silent
Don’t constantly check for texts or emails. Placing your focus on connecting with and helping a prospect, will make them feel they are top priority.
Smiling and using people’s names when speaking to them is important to building a connection and trust.
- Intention – it’s not a sales meeting, it’s just a conversation
At this meeting, have the intention of just having a conversation. It will take the pressure off you and allow you to gain a rapport and show you are really interested in helping this prospect. When you go along with the intention of having a conversation and not selling, you will ask better questions and let the prospect talk more and allow the connection to establish itself. This initial conversation is a time when you want to find out as much as possible about the prospects needs and wants, while being honest, polite and helpful.
- A prospects budget
By asking a potential client for their budget at the first meeting will eliminate the problem of you designing a garden that costs far more than they are interested in spending. Distrust can build if you have designed a garden they like and then when the construction quote is revealed, they are shocked at the price. They may be suspicious of your intentions, thinking you are trying to make as much money as you can out of them. So unless the prospect has indicated the cost isn’t a major concern, I would say discover a budget range early in the process and trust will continue to build.
5. Deliver the unexpected.
A great way to set yourself apart from others is to surprise and delight. Delivering more than what a prospect expects is a great building block for trust, and will certainly impress them. What if you were to predict some possible future concerns and objections they may have and address them in your initial meeting. Or what about showing them future 3D images of similar designs that contain the elements they have discussed with you. Think of a way you can pleasantly surprise your prospects?
It goes without saying that if you have said a proposal or quote will be sent by a certain date, make sure it does. You need to convince this prospect that you and your company is a sound choice for their hard earned dollars.
Continue to enhance your credibility with all the above important point to build trust, so your future first meetings continue to be a favourable, enjoyable and winning experience.