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!