The Holy Grail – Know, Like, & Trust

KLT-ZigEveryone who has been in the business of sales and marketing for any time understands that prospects aren’t going to do business with you unless they know, like, and trust you.

The problem is you want them to trust you and buy your stuff RIGHT NOW!

As usual, that is the typical bassackwards approach. How can you reasonably expect someone to trust you who doesn’t particularly like you?

Just because you and your family are starving and won’t be able to eat until you make a sale doesn’t matter to anyone but you. Cold, I know, but true.

So, being a quick learner, you show up at the next party on your favorite social media stream and hang out without yammering about your “fantastic opportunity”. Instead, you listen to their conversations, laugh at their jokes, and let them know you like and appreciate what they shared. You answer questions.

But most of all, you listen to what they are concerned with – what problems they’re facing – what they are trying to accomplish, etc. Talk with them about them. Don’t talk about yourself unless they ask… and they will.

The comedienne, Lisa Kirk said, “A brilliant conversationalist is one who talks to you about yourself.” So be a brilliant conversationalist. People will love you for it.

All you have to do is relax and get to know people. Before long, you’ll notice that they understand you better and are starting to like you. You are on your way to being trusted.

Another thing you might notice is that you are starting to know, like, and trust them. They’re your new friends.

Now, when someone mentions a problem your product or service can solve, you can say, “I know people that have had good results with XYZ. You can find out more at xyz.com.”

Don’t push and don’t sell. Just share the information and wait for them to move the conversation forward.

Remember, this is social media and social media is not a sales tool.

Good luck!

My focus is Effective Marketing that works.

Your comments are welcome.

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