S2 Ep24 – Why Know, Like and Trust Are Critical to Revenue Generation

You’ve seen this one million times. You might even be doing it. You land on a website and the only options are to schedule a call, book a demo, or get a quote. But I’m not ready for that step. I don’t want to talk to a sales rep yet. I’m still early in my buyer journey and I don’t know anything about your company other than I might want to do business with you someday. In short, I don’t know, like or trust you YET! Your marketing and specifically your website and educational content have to align with where I am in the buyer journey and it has to be strategically designed to help me get to know, like, and trust your company.  The same goes for your sales process. If you start asking about sending a contract or proposal on your first call, you will get blocked. You have to earn their trust, get to know them and they have to get to know you. They have to like you before they’ll even consider going forward with your sales process. Everything you do should be designed to get them to know, like, and trust you.

In this show, we’ll cover

• How your website and educational content should be designed to get prospects to feel safe
• How your sales process should be designed to get your prospects to feel safe
• What exactly your sales reps can be doing to help prospects know, like, and trust you?
• How to measure whether prospects are feeling safe and how to respond when they’re not
• How to leverage customers who already feel safe to drive more revenue from current customers