Let me ask you a question. Have you ever tried to meet a prospect and he or she turned you down, but when you pulled some reference card they listened to you? If your answer is ‘yes’ to this question then this writing will help you in finding the logic behind it. Moreover, those who have been turned down by the prospects and they didn’t have any reference for pursuing them as well will also find this post informative on how they can get their prospects to listen to them and do business with them.
To me it is all about the Circle of Trust. The former example of where a prospect listens to you because of the reference is the fact that he or she listens to you because you have a reference on whom the client trusts. Thus, this reference becomes a source of entry into the circle of trust of the client. How do you then enter the circle of trust of the client? The answer is simple; you need to know the elements which constitute the circle of trust of a person. Let me share them with you.
The Friend Zone:
Friends are obviously the people who are the most trusted ones in the circle of a person. The thing you need to think upon is that what do friends do that makes them be trusted? To me, the things friends do the most is that they ask questions. The friends ask about how is your life going, how are things at home, how is your career progressing and so on. It is in response to these questions that a person starts sharing and opening up the heart. Thus, without posing questions one cannot gain entry into the friend zone and if one is not in this zone, one cannot get into the circle of trust.
The second major component of the circle of trust is the advisor zone. People trust someone from whom they have had value able advice or from whom they think they can get quality advice. As badly as people need someone who can listen to their problem, there is an equal need of searching for someone who can give them advice and guidance pertaining to all their problems and issues. Therefore, in order to be trusted by people and prospects, you need to prove your mettle as a worthy advisor.
Strike The Balance:
Marketers who know these two components of trust make the mistake of not striking the balance between the two, thus they never gain entry into the circle of trust of their prospects and customers. The mistake they make is that they either ask too many questions that put their business element goes in the backdrop and gets them stuck in the friend zone permanently, or they make the mistake of pursuing their prospects without any advice that can help them in their problem. In order to successfully gain trust in the prospects and customers, you have to create a balance between friend and advisor zone. Let me show you how.
Before pursuing any prospect, you need to gather some background information about the customer. When you have the information, find out the kind of problems the customer is facing. Once you know that, then meet with them and humbly bring forward those questions, to which you know that the customer requires an answer. However, in doing all this you need to keep in mind that you know the solutions to those questions as well because when the prospects look towards you after pouring their heart out, they expect some suggestions or guidance. Thus, when you ask the right question and give the right solutions (which in most of the cases would be your product or service) it is then that the customer lets you into the circle of trust, on the bases of which you can hope for a long relationship with the customers and prospects.
Now It’s Your Turn!
How do you gain the trust of your customers? What kind of difficulties did you face in gaining their trust? How has it turned out for you? Please share your feedback in the comments section below!
Great tips! Communication is really making relationship to costumer and prospect.
Though I have never been engaged in marketing myself, gaining trust is the most important thing in any kind of human relations.
Thank you for sharing helpful information.
It’s about being concern about the needs of your customers. If you can do that background question and ask the type of questions that shows your concern as you’re listening, then they’ll be more open to any of your suggestions. It took me a while to figure this out, but that’s how it works as you mentioned! Great share Nate!
From a fiction writers perspective; I always take my readers feedback into account. Their advice is so useful!
It’s definitely very hard to convince anyone of anything (whether it is beneficial to them or not) if they don’t trust you. But while it’s important to gain the trust, it’s also just as important to maintain that trust. Great post, thanks for sharing.
The thing I do to gain trust is to give more than to ask. I have a giving spirit and I hope that shows through my work with my clients.
Interesting. I’ve never considered breaking out references. That’s not a bad idea at all. I like the idea of the circle of trust.
Great post Nate. As I ask about them I also share information about myself in the areas that i am asking them to open up to me. That way they do not feel vulnerable and they trust me more for sharing my life too.
I found that you gain trust by sharing your knowledge (for free). When they see you are looking to help, not just charge, then it opens up more opportunities.
These are great tips! Showing that you care enough to ask about a problem as well as sharing some personal advice or experience is a great way to build trust. Thank you for sharing this!
Striking the balance. That’s where most people might have a little difficulty doing but the advice was great. It’s true that sometimes or most of the time, people won’t trust you right away. Either you build the relationship from scratch or build an instant connection by your examples. 🙂
Whenever I hear “Circle of Trust” I think of that hilarious movie but I do understand your reference. In my field it comes as an a compliment when someone admires a necklace a friend is wearing and wants to see my selection. They trust the quality and customer service.
testimonials are one way that I have gained the trust of my audience. I also spend a lot of time interacting on social media
Nate, you can gain trust by going out of your way for people “go the extra mile” because so many people just don’t do it these days.. Do something where the objective is not profit and people will see that you are genuine and they will hand you the key to their circle.. You wont even have to ask for it.
Great post Nate. You really pull out the levels and how to navigate them. I know it all starts with competency. If you are not at least that in their eyes, you will never get any influence.
In gaining people’s trust it’s important to show that you are an honest person and are worthy of their business. I try to go above and beyond when dealing with my customers, even in the little things. They notice that, like it, and come back for more. Thanks, Nate.
Great advice, striking a balance between asking and advising can be hard but when mastered it makes great results.
One of the best ways to gain trust is to stop talking and not only listen but hear, what your customer is saying.
Great topic Nate!! I like what you said about striking the balance between the friend and the advisor zone. Great advice!!
I also think to gain the trust of your customers and prospects is to maintain your integrity at all times and deliver what you promise. You need to ensure that you are reliable and continue to give more value and ask for nothing in return. Always under-promise and over-deliver and be true to your word. That’s a great strategy to gain trust.
Thanks Nate for a great post. Have a great rest of the week.
I think too many people focus on manipulating the purchase rather than gaining the genuine trust of the buyer. I like your emphasis on understanding the importance of trust.
Well gaining people trust is really important for long term relationship and I think you’ve shared all the important points for gain more trust.
Great content,and support Nate!