There is nothing more powerful than trust

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There is nothing more powerful than trust. Nothing.

On the other hand, we’ve all decided not to buy from a Salesperson because something just didn’t feel right. Maybe we suspected they weren’t telling us the truth, or the sales person was side stepping our questions.

When we sense deception or distrust, a very powerful alert mechanism is somehow automatically triggered in our innermost being. We don’t think about it, it instinctively happens. It’s built into us. It’s as automatic as gravity. And, if we fail to yield to this built in INSTANT-WARNING-DANGER-ALERT REACTION, we will remain unsettled and uncomfortable regarding our decision.

Do you know WHY businesses repeatedly advertise and market to people? Because they’re attempting to establish trust and likeability, by continually placing their advertisements in front of them.

That’s why repetition, repetition, repetition is so vital in marketing and advertising to people who have no idea who you are.

However, that style of relentless marketing and advertising is not necessary, but is considered obnoxious, to people that already trust you.

It doesn’t matter how many books you’ve read on selling, marketing, advertising, or prospecting, the most important reason people BUY is – they liked, and or trusted the individual that was selling.

At the core of all transactions you’ll find this truth to be the foundation.

So, to make your prospecting easier (note I didn’t say easy), wouldn’t it make sense for you to contact people that you have already established trust with? You know who they are, and I promise you they’ll be more open to your new venture than a complete stranger would be.

You’ll find your presentations, quotes, bids, estimates, and prospecting, easier if you will seek out those who already know, like and trust you.

When looking for prospects, you should repeatedly ask yourself “Who knows, likes, and trusts me already?”