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Monday, 27 July 2020 16:38

Building Trust with Prospective Customers

While tending to the needs of your current customers who purchase your company’s products and services is important, so is the need to build relationships with prospective customers. Strong relationships are built on trust, so how can you establish a foundation of trust that allows businesses to feel comfortable enough to respond to your marketing efforts?buildingtrust

Typically, one of the best points to start at is by establishing a customer-centric culture in your business. While not all employees will have direct interactions with customers, they are all involved in ensuring customer satisfaction in one way or another.  At American Lumber, we strive to embrace a customer-centric culture throughout all aspects of our business, from the hardwood forester to the lumber buyer, to the forklift operator and the office receptionist. All aspects of our business are dedicated to assisting our customers in receiving the most value as possible from our products and services. 

With this in mind, here are a few tips that we have found important to keep in mind when looking to establish trust with prospective customers. 

Gather Testimonials. Throughout your marketing materials and on your business website, it’s a good idea to display verified customer testimonials as a way to start the trust-building process with a prospective customer. Approach some of your best customers and ask them to offer up a short description of a challenge or need that your business help satisfies or overcome. The more endorsements people see, the higher the likelihood they will want to do business with you. 

Show Genuine Interest. When having initial meetings with a prospect, don’t come unprepared, do research beforehand about their business, and look to pinpoint possible areas of concern for the prospect and how you can help alleviate those issues with the products or services you can offer. 

By focusing too much on just making a sale, it won't help you build trust with a prospective customer. By coming prepared with viable solutions to their concerns you show a genuine interest in that customer's business which will start that foundation for a long term relationship based on trust. 

Follow Through. Sometimes prospective customers are wary of working with a new business because they have been “burned” in the past. Whether they were given promises about product quality or services that didn’t meet expectations, the worst thing a business can do is fail to keep promises to a customer. On the other hand, by over-delivering or fulfilling promises for prospective customers, it may be the quickest route to building that foundation of trust. 

Pass on a Sale. Prospective customers are cautious about and business that pushes for a hard sale above all else. You will go much farther, and secure more business in the long run, if you make sales or pass on sales that are in the best interest of the customer. 

If the opportunity of a sale arises but you know that you cannot deliver on time, or lack the products to satisfy the customer, say so! In cases like these, offer an alternative, one that clearly is in the best interest of the prospect, even if your own business doesn’t directly prosper. This type of dedication to customers' interests demonstrates to the prospect that you will always place their interests first and are making a determined attempt to earn their trust. 

In a functioning business relationship, trust may be one of the most important aspects. We know that you need trust to make guarantees to customers on fulfilling the needs of their orders, and trust is something that we work hard to earn. 

What ways have you found effective in building trust with prospective customers? Let us know, we would love to hear them!

American Lumber
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Last modified on Wednesday, 29 July 2020 13:14