B2B Marketing Ideas: How to Build the Trust Essential to a Sale
Before a prospect will decide to work with you or purchase your product, you need to establish trust. Here are some ways to help your salespeople build that critical trust throughout the sales process.
Testimonials: Nothing tops a third-party endorsement to prove the quality of your work or product. You should ask customers for a testimonial shortly after the sale is completed to assure the details are fresh in their mind.
Case studies: One of the most effective tools in showing your experience and developing trust is through case studies. Keep in mind to cover the challenges and the solutions you provided. Also, include photos and testimonials if possible.
Team profiles: Team profiles of your key people promote their expertise to build trust. It should cover education, company responsibilities, industry experience and associations, as well as community involvement to show your contributions to local organizations.
Videos: Videos are an excellent tool to establish trust with prospects. For example, a customer testimonial video is a compelling endorsement of your trustworthiness. Other videos could highlight your overall capabilities, feature a specific target market, or promote a particular service.