How to build trust online?
In this blog I will attempt to answer the question "How to build trust online?".
So lets start with the obvious, it is harder to build trust when you cannot talk to your prospect. Now with 70% of the buying process taking place online it is more important that ever to build rapport and trust online without having direct contact with your prospects.
Yet despite this many companies still don't seem to understand this and offer the bare minimum in terms of a digital offering.
These companies have a website sure, but they are not doing the one thing that will enable them to build trust.
This one thing is actually a very natural and obvious thing, for some people they nod when I say this and others it makes them a little nervous.
The one thing that is missing for these companies is complete transparency and a give it all a way mentality.
That is right give it all away in terms of information. Too many companies offer the bare minimum and expect the prospect to pick up the phone to complete the jigsaw. Guess what, most do not call.
The ones that give it away and make an effort to educate and inspire and be great teachers are the ones that are getting the enquires and ultimately the sales.
I realise that the fear gets to lot of business owners. They want the appointment and the sales person controlling the journey and dripping information when they want. But it no longer works like that, as consumers we expect the answers to be available, all answers and when we want it.
It really is as simple as this, if you don't provide the answers prospects want, someone else will.
The truth is that nobody is going to copy you and you should be proud of your pricing and processes.
There is no such thing as secret sauce and the quicker business owners realise this the better.
Offer transparency and give away so much information you actually feel uncomfortable. The kind of stuff that is chargeable is the kind of content that is going to drive traffic, conversions and most of all trust.
This is a real leap of faith and I get that, but the world is changing fast and more and more of the buying process is taking place online and most of it on a mobile phone.
This is not the end of sales people far from it. Its the time of the new sales person, the guys and girls that are looking to be the best teachers, the ones that are producing amazing content that is so good you would pay for it.
Building trust from the very first touch point right up to every communication after needs to be considered and managed.
Every moment counts, its no longer about closing a sale it is all about starting a relationship.
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Author- Speaker - Consultant. Passionate about all things digital.