Building trust in a noisy marketplace
Today’s prospects are bombarded with sales messages. Getting their attention is difficult; earning their trust is harder. A strong network can help you get a foot in the door, but building one takes time and consistent effort.
1. Build relationships before you need them.
Don’t confuse collecting contacts with cultivating a network. Invest in relationships, be genuinely interested in people and add value where you can. Referrals follow when people know you, trust you and feel confident recommending you.
2. Give people a reason to meet you.
Don’t lead with your product or service. Show that you understand the prospect’s world and have a relevant reason for wanting to talk. Make the conversation worth their time.
3. Respect their time, not just your own.
Be clear about the purpose and duration of the meeting. Be prepared, keep your word and follow up thoughtfully. Persistence is useful; pestering is counterproductive.
4. Think beyond the immediate sale.
Every interaction shapes your reputation. Be honest about what you can deliver, listen before recommending a solution, and be willing to say when you’re not the right fit. A lost sale handled well can preserve a relationship and earn future business.
The bottom line:
Don’t just try to get an appointment. Become someone people are willing to meet, trust and recommend.
Email me at amitkapila@me.com if you want a free Script to help you set an appointment.
