Sales people have understood the principles behind knowing, liking and trusting. Today’s business owners have to grasp these principles in order to succeed. The Internet and networking businesses are making competition fiercer than ever before.
If you are wondering why your company has failed to get the business it deserves, it could be that you are expecting clients to buy from you after just one visit or just one click. That just goes to show that you have forgotten to learn the basic principle outlined above. But don’t worry, you have time to fix that and enjoy the success your business deserves. Referrals are still the best way for you to get business, especially if you are not well versed with the digital marketing strategies and cannot afford to hire someone for it. This video explains more about how to do effectively network with other business owners and get referrals for them:
You see, this digital age has not removed the factor of personalization when it comes to doing business. It is true that people shop more online and purchase products on their own time because of the convenience that the Internet provides (check out our article about SEO tips and increasing revenue with targeted online traffic). But when it comes to B2B businesses where people are involved, making friendships, relationships and connections are just as important (if not more) than it has ever been! In fact, statistics show that most of the business generated by small businesses comes from referrals and word-of-mouth!
The idea behind know, like and trust is building relationships with others – namely potential clients and customers. You need to take the time to get to know them. You need to know what problems they have and how your products or services offer the solutions they need.
You also need to network in such a way that you offer them valuable information so that they begin to like you. Once that is done, you can continue to work on building trust. That is at the heart of every good relationship, not just a business relationship. When you communicate something of value to a business owner you just met, you are conveying that you are an expert in your field. By giving them information that they might need but are not aware of because it is from a different field to what they do, they learn something new and would consider doing business with you much more than if you had just tried to pitch them your services.
Start working to find your target market so that you can know your customers better as soon as possible. You might need to network to find these people online or you might need to go to local business meetings or other networking affairs to meet them in person.
If you have to, ask a trusted mentor or another business owner or member to introduce you. You want to find the right people, not just the “most” people. Once you complete the step of getting to know your customers, you can work on getting them to like and trust you.