“As you go forward in establishing or building rapport and trust in this digital domain, make certain that you’re taking the time to utilize tools and you’re communicating in a way that lets your buyer know that you are about the buyer and not just the purchase.” – Meshell Baker in today’s Tip 1757
How can you build rapport and trust in the digital domain?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:
Meshell Baker: Hello. Today, we’re going to be talking about building trust and rapport in a digital domain. Why is this important? Because many of the face-to-face interactions you used to have as sellers are now being replaced with screen time. It’s not as effective, in some cases, to establish trust and credibility across the screen. What I’m going to be sharing with you are some tips, tools, and takeaways to help you amplify your awesome and make better connections in this digital domain.
The first tip, be consistently responsive. It shows that this matters because it shows that you actually care. This allows your buyers to feel heard. The predictability of your consistency fosters strong trust faster. The more consistent you are, the more likely they will receive your responses, open them, read them, and give you feedback. Why? We know this to be true is a recent study showed that 62% of customers feel that a response time in under 24 hours is an important criteria for trust in digital domain. So Basically, faster and consistent is winning.
Key takeaway two, personalize your communication. Now, this is intriguing because many times you can create mass emails that personalize part of the communication. However, nothing beats having interactions where you’re actually communicating something personal, something you’ve known, some research you’ve done, something that is going to inspire them or influence them to know that you actually are personally communicating with them, not just attempting to make it feel personal. You actually are intentionally wanting to make a personal connection.
The next takeaway three is transparency and honesty. Being honest about your products, your services, your delivery time, the process, the length of process, the pricing, your ability to be transparent and honest will elicit more trust. People are learning to do their own research, and the minute they discover that there’s something off-skew, you will lose that trust in the relationship and that rapport. Trust is easy to establish. It’s difficult to reestablish once it’s been broken.
Something you can begin to do immediately in this digital domain is, as I mentioned earlier, when you’re sending this communications, personalize it. One of my favorite tools is to send video emails. So few people are actually doing this, and it’s going to grow. If you find a tool where you can actually send a video email, you can do it via your phone to a LinkedIn DM or social media platforms, and you can create emails as such. How this lets a person know immediately. It’s personal. You’re talking them, you care about the communication, and it fosters a powerful foundation for trust. As you go forward in establishing or building rapport and trust in this digital domain, make certain that you’re taking the time to utilize tools and you’re communicating in a way that lets your buyer know that you are about the buyer and not just the purchase. Have a great day selling.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1757. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!