Trust is critical in every aspect of your life from your relationship with your spouse, family, friends, all the way to the people whose services you use. If you’re not able to trust your spouse, are you in a relationship with them? Are you close with a brother, sister, cousin, uncle, aunt, etc that you can’t trust? Would you have your accountant handle your finances if you cannot trust him? Do you buy a course, program, product, or join a business opportunity with someone you do not know and ultimately don’t trust? The answer is no, no, no, and no.
Let’s say you are at a family get together and you’re talking with your cousin and mentioning that you need life insurance. Your cousin says I use John Doe and he is awesome! He is attentive, listens to what your needs are, prompt, professional. I highly recommend him. Great! So you get John Doe’s information from your cousin and reach out to him. Set up a meeting and see what he has to say. You meet with him and everything your cousin said was true and now you’re doing business with John Doe too!
Why did you take your cousin’s advice and contact John Doe? You trust your cousin!
Switching gears and why creating trust with your prospects is so important. Listen for better or worse you are in the direct sales industry where everyone promises the moon without mentioning you have to reach the stars first. This makes it challenging for a newbie marketer like yourself to get up and running, but not to worry I am here to help you along the way.
Sounds like a no-brainer or a simple thing to do, but you would be amazed at how many people in business are not. Most people in this industry are trying to make a quick buck and will do whatever it takes and that includes not being honest. In order to stand out from your competition be honest about what you’re selling. Last thing you want is to have a reputation of being dishonest. Frankly, you would be screwed if that were the case. When a prospect asks you what are all the fees associated with this program? Do I have to pay all at once or can I pay in installments? Are there any hidden costs that I need to be aware of? Monthly auto-shipments? If so, what are they? What results can I expect?
First, you need to know the answers to all of those questions or anticipate that those questions will be asked by your prospects. Second, answer them honestly. Third, if you are asked a question you don’t know the answer to say you don’t know and tell your prospect you will find out the answer and get back to them. Don’t make something up.
If I were to sell an $85,000 medical device to an eye doctor and I was not upfront with him on all the “hidden fees” or “costs” what do you think would happen? My reputation would be ruined as that doctor would tell all of his friends about me, therefore if I tried to sell to his buddies I would be done before I even started. Why? Because I was not honest with him. Honesty builds trust not only with your prospects, but with everyone.
Tell the truth
If it will require you to put the time in to be successful within your business opportunity, say so. Don’t market it as it only takes 30 minutes a day to make $500 or $1,000 per week. I mean really? Don’t be afraid to tell the truth about how long it takes to make $500 or $1,000 dollars per week, but be very clear about it. That’s one of the biggest issues in this industry is that people do not tell the truth which can lead to negative press. Would you want those you do business with to tell the truth?
Here’s an example for you. Say I am selling a medical device to a doctor and they are paying $52,000 for it. If it takes 20 minutes to complete a test on a patient, then you better believe that I will say it takes 20 minutes to complete the test. I will not say 10 minutes as that is flat out lying and all I am trying to do is sell the device, but it will come back to haunt you if you do things like that. I know you’re trying to sell your prospects on your business opportunity, but don’t sacrifice your integrity in the process. You don’t have to be an untrustworthy slime ball in order to make money selling.
Treat your prospects how you would like to be treated
Put yourself in your prospects shoes. How would you like to be treated? If you send someone an email and expect an immediate response, then you should respond in kind to your prospects. If you want full disclosure and desire that others you do business with or interact with tell you the truth, be that way with your prospects. Sounds like a simple thing to do, yet no one follows it. Treat your prospects how you would like to be treated.
I had a very large customer who was responsible for over half of my business some 11 years ago. Thousands and thousands of dollars per year. This customer had 5 practices and they bought contact lens care solution from me. A key driver in selling this lens care solution was providing samples for patients to try, before buying. Since this customer had tens of thousands of patients they needed more samples of product than most. I received a call from 2 of those locations and they were in a panic as they had run out of samples and needed some ASAP. Luckily I was not far from both of those locations and I had some product on hand, but not enough. I went to 2 other offices nearby who had extra samples, scooped them up and now I was on my way to the offices that were in dire need. As you can imagine both of those offices were elated that I brought them samples the SAME DAY they called me. I put myself in their shoes. How would I like someone to respond to me if I were in that situation? Exactly the same way I responded to them!
Go the extra mile
Going the extra mile is a great way to build trust with your prospects. Why do I mean by going the extra mile? It means going out of your way, beyond the normal scope of business to make sure a prospect has all the answers they need to make a decision on whether your business opportunity is right for them or not. If they ask you how much time should they dedicate to building this business while still working full-time ask them their work schedule and draw them up a tentative schedule of working on their business. Say they work from 9:00 a.m. to 5:00 p.m. Monday through Friday and they can work on their business 1 hour per day at 7:00 p.m. (excluding weekends)
Business Building Schedule for John Doe
Monday – 7:00 p.m. to 8:00 p.m.
Tuesday – 7:00 p.m. to 8:00 p.m.
Wednesday – 7:00 p.m. to 8:00 p.m.
Thursday – 7:00 p.m. to 8:00 p.m.
Friday – 7:00 p.m. to 8:00 p.m.
Saturday – no business building
Sunday – no business building
By going the extra mile and putting together this schedule for them goes a long way toward building that trust with your prospect. Also, they have a concrete schedule to follow and are more than likely to follow it as it is already put together for them. It shows you genuinely care about them and want to help them succeed which separates you from everyone else. Yeah, it takes a lot of work, but this is the type of work that will pay off in spades down the road.
Do what you say you are going to do
Fact of the matter is that there is a lot of skepticism out there not only in the direct sales industry, but every industry. Sales people promising to give you the moon to make a sale and when they do make a sale none of those things that were promised are delivered. If you want to be successful in the long-term don’t do that. It goes back to treating people how you would like to be treated which we talked about a few minutes ago. If you say you are going to email said prospect back on Tuesday, you better email that prospect back on Tuesday. If you are going to offer explicit instructions to your prospect on how and where they would start upon joining your business opportunity, it is in your best interest to do that. If a prospect calls you and you say you will call them back. Call them back. Doing what you say you are going to do is simple and will go along way for you in your business building efforts.
I have a scenario where I sold a $70,000 piece of diagnostic equipment to an eye doctor offline. The equipment measured five feet wide and the room that the equipment was going into needed to be completely re-arranged and work needed to be done as far as removing shelves, and putting them up in another room. The work that needed to be done was becoming a sticking point with the doctor as he was wavering on whether to bring the equipment in. Since this practice is seeing patients seven days per week I suggested that I come in on a Sunday morning and help with re-arranging everything to make the device fit into the small room. The doctor was hemming and hawing, but ultimately signed off on the deal. Now it was my turn to do what I said I was going to do. The doctor signed off on the deal on a Thursday and I agreed to be at his office on Sunday of the same week at 8:00 a.m. to help make the necessary changes to accompany the instrument. Even though I am reluctant to give up a Sunday, it was important for me to follow through and do what I said I was going to do.
This particular doctor had three other offices that were a potential fit for the device I was selling. As a result of doing what I said I was going to do when it came time for that doctor to buy devices for the other three offices he simply called me and said we’re ready to go. I sent him paperwork to sign, set up deliver and training, deal was complete. Easiest time I ever had selling a device that costs $70,000. Asked why he bought the other three devices so easily? The doctor answered that he knew he was taken care of as I always did the right thing for him and his business. Imagine what this would do for your business if you did what you said you were going to do day in and day out? I challenge you to do that day in and day. Tell me what happens.