One thing I’ve found in any industry I’ve worked in is that building trust with customers helps with engagement and sales.
What does this mean? It means that you are not pushing your work onto other people in a way that seems bossy, condescending or make them turned off when talking to you. To build trust, you need to be able to establish some fundamental rules when engaging in social media and answering emails that people have. Using these simple steps will help drive your business to the next level.
Always be professional, even if the feedback you receive is bad.
People do not instantly buy from someone that is trying to sell them something. Normally, it takes four to eight tries to get them to say yes. I’s discouraging to think about but we have to realize that there are others out there who may be pitching the same thing to them. You don’t know who they know or what will entice them the first few times we speak with them.
No matter what happens, staying professional is key. This means thanking them for their time, follow up to see how they’re doing or moving on if they request no more contact.
People know if you mean what you say or if you’re just “chasing the dollar” to get the sale. If you’re following a script, people will find out and be turned off. Don’t follow one. Find out their wants or needs and tailor yourself to what they’re looking for.
Be aware that sometimes, you’re not going to get the sale no matter what you do. However, you don’t know who they know. If you market on social media, it will tell you who is friends with whom. All you need is one person giving you a bad rep and you may lose more than your one potential client.
Lose the cartoon or animal avatar.
People follow people.
If you’re advertising on social media, you don’t want a cartoon character for an avatar. People want to see other people. Internet marketers I know will not friend someone who has an avatar other than themselves on their Facebook or G+ because they don’t know who that person is. Many will state this on their social media pages in their hints and tips to successful internet marketing.
If you’re an author using a novel cover for your Facebook or G+ cover photo, that’s fine. However, please keep your avatar as yourself. Again, fans want to connect with people. This is especially important for indie authors because they are not known at all.
A well known author who does this is Diana Gabaldon. She’s always posting pictures about what she does, her kids, her hobbies and pictures of her vacations or conventions.
Follow up with them, even after you’ve lost the sale.
Initally, you’re not going to get the sale unless someone else pitched to them and they don’t feel comfortable with the previous person. I’ve gotten a few of these. Ideally, you won’t get it the first few times.
Make sure to follow up, but not ask for the sale. Something small will suffice, but make sure to TAILOR your post to correlate with their news feed. Show that you’re looking at them for them and not as a prospect. Here is an example:
“Hi, Donna. We spoke two weeks ago and you decided to friend me on Facebook. I see that you had some pictures about your cats and I have a few as well. What kind of cats do you have?”
If you engage with your prospects, you’ll get more of a response and create trust. A connection is essential for building a team or clients. You never know when they will be interested. Plus, they may refer business to you. I don’t join everything I’m pitched but I have given them to people I know that are active in JIC, D$D and IQ Life.
No one likes a phony. Invite them to join your Facebook or G+ page so they can see what you do. I’ve had a few clients who were just friends with me for years before some asked for my services because I spoke about the industry in my posts. I’ve had one come back because I referred her to someone else that did excellent work in a field I couldn’t do (bookkeeping).
The point is that no one else can be you, so don’t try to be someone else.
You sell yourself and you are the most important asset that you have.0