Being trustworthy and credible to prospective customers is a huge part of having a successful business and as the owner or CEO of your company, how you’re perceived by potential leads is heavily dependent by you. What is required of you, especially in difficult economic times, is the ability to project and represent your business in the best possible light, without looking fake or disingenuous. There are three areas where you can win over people if you take the right approach:
GET TO THE ROOT OF PROBLEMS AND UNDERSTAND PEOPLE’S NEEDS
You may have a great product or service but if you lack the ability to zero in on what your customer precisely needs from you, you may lose out on a sale. It could be that you have exactly what your potential client is looking for but you are failing to connect on how your product and service meets their needs. If you want to be trusted, you have to be heavily analytical and recognise and understand people’s problems very early on. Some of this comes down to listening intently to what they have to say. Too often when trying to close a sale, you may try to impress a prospect with the various benefits and features, but you are not focusing on what they want from you and identifying exactly how your product or service can help them.
STICK TO YOUR PRINCIPLES AND BE CONSISTENT
Two consequences can come about depending on whether you stick to the principles of your company. You either overstretch yourself by promising to deliver beyond your capabilities and damaging your reputation, or you keep within your limits, state clearly to customers what you can or cannot deliver, and not bow to requests of customers who are being overly demanding and expecting too much from the services you provide. An ability to say no can help improve your time management, stick to your core principles and prevent scope creep, which is a major problem for many businesses (particularly those who deal with creative client projects).
BE GROUNDED AND GENUINE
For me, this is by far the most important of the three recommendations in this post. Keeping your business personal, genuine and grounded has the result of people seeing the business in its truest form and best light. The fakery of “business speak” spouted by so many sales representatives is not only confusing for customers, it is off putting to the extent that it can lose sales that would have been dead certainties otherwise,
If you had injected your own personality into the sales pitch and utilised your passion for the business and product in extolling the benefits to potential customers, sales conversions would be a lot higher. The best salesmen are those who understand their customers and can speak plainly about meeting their needs. Infuse this passion into your sales representatives and increase your credibility in the process.