In the last issue of Profit Optimization Weekly, I shared some ideas for getting more Meaningful Communications with prospects. Two other critical areas for Meaningful Communications are building trust and respect. When it comes to trust, people buy from providers they know, like and trust. They also buy from those who are perceived as experts in their field.
To build trust and respect:
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Show you care about THEM instead of appearing only focused on a sale. When you interact with a prospect, adopt a helpful mindset. When a prospect engages you in communications, listen to what the prospect is saying so you can respond directly to their particular needs. Exceed their expectations in how you interact with them. Treat all of your prospects like you would like to be treated as a prospect.
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Position yourself as an EXPERT in the field by providing valuable information that will help them address a problem or concern. This can be communicated in multiple ways such as special reports, eBooks, audios, videos and webinars. Providing informative, educational information will enhance your image as a true expert. Answer common questions a prospect is likely to ask in your communications. Also, answer questions a prospect should ask but may not ask.
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Lead the prospect and provide direction. Many prospects are quietly asking to be led to solving the problem or pain that caused them to come to you in the first place.
Examine each touch point with your prospects and make sure you are showing you care. Review your communications to determine how else you can be perceived as an expert. Build trust and you will build profits. Communicate as an expert and you will be rewarded.
