When developing a strategy for attracting new clients or making sales, many believe being ‘likable’ is the key to success. Their thinking is something such as: ‘If they know and like me, they will be more inclined to buy from me’. This logic however, is not the bottom line factor for decisionmakers. The true motivator is whether you are perceived as a trusted authority in your field. In other words, can you be trusted to give them what they need?
The potential customer has only one question: ‘How can you help me?’
Nothing else matters.
Do you understand their issues? Are you able to empower them to receive the results they seek? These are the questions to ask in each case. If your answer is YES, you can trust yourself which will easily translate into earning the trust of your client as you work together to deliver the personalized version of their needs and desires.
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