How to build trust

Posted on Updated on

 

Trust

TRUST is they Key to develop long term relationships w customers and clients… BUT…How do you yell from the roof tops and say “TRUST ME, I AM A GOOD PERSON” ? What do you do to earn the trust of your clients? What to you do to ensure that your clients continue trusting you? It all comes down to a close relationship where trust is earned.

5 top tips to help your clients trust you.

1. Keep in touch with your clients.
Do not just call your clients when you need to make money and they are an easy target. People are not stupid; they do not need to be hounded by you, but they do need to know they have value beyond a payment. Send a birthday email. Call them regularly. Send out a regular newsletter offering them knowledge and entertainment.

 


2. Be Consistent.
My local hairdresser is consistent. At every appointment there is a process. Be seated, offered a magazine, offered a coffee or water, a 5 minute consultation and then over to the seats to have your hair done. A text message 6 weeks later to get your hair done again. The consistency of their processes makes me feel comfortable. The first time a new customer goes they feel unique and cared for. The subsequent times they understand the process and feel relaxed through the consistency. Comfort and understanding earns trust.

 


3. Do not distort the truth.
People know that if they buy a door knob it is not going to change their lives, so do not say it will. Be honest with your clients. If you do not know the answer, tell them so. Let them know that you will go out of your way to find the answer.

 


4. Get customers to vouch for you.
Case studies and testimonials are a must. If people can identify with someone that is happy with your service, they will feel comfortable. Ask for testimonials as part of your sales process. If you have 100 customers, you should have 100 testimonials.

 


5. Adopt a cause.
Get out in the community. If people see you actively working out in the community, they will not only see you, but think highly of you because you are not hiding behind a desk in a dingy office somewhere. Get involved, coach a sports team, help with RSPCA, fund raise for your favorite charity or school. If you have a little money for marketing, you could create a community event. The media may even cover it, boosting your profile.


Clients want to trust us all. We are a nation who are eager to trust. With care, consistency and competency, trust is easily earned. The most important attribute to remember is to trust yourself. Trust yourself to be an exceptional business person. Trust yourself to deliver the best possible service to your clients. Trust in yourself and your clients will follow suit.

For more help in marketing your business without spending money on advertising Please download my new E-Book “Generate Leads without spending a Cent on Marketing”

click here http://eepurl.com/bitR9P Generate Leads -

 

 

Paul Duncan Marketing and Lead Generation Strategist

P: 0433440881

E: Paul@paulduncan.com.au

http://www.paulduncan.com.au

How to Dominate your Competition using my Marketing Equation

Posted on Updated on

When You Can’t Communicate The True Value Your Business Offers, You’re Doomed To Forever Compete On Price

As human beings, we’re all after just one thing when we buy something… the best deal! Unfortunately, when you use platitudes and jargon throughout your marketing, there’s absolutely no way to tell who is actually offering the best deal. Everyone says they have the lowest prices, the highest quality and the best rates. So who do you believe? There’s only one way to know… and that’s to research every single business that offers what you want to buy. How many of us have the time or patience to do that? So most of us just automatically assume that everyone is pretty much the same, and therefore we default to calling on the business that offers us the lowest price.

Competitive Edge Marketing Conversion Equation will change all of that for you forever. It’s will be the backbone of your strategic marketing plan. It’s the foundation on which everything else you do in your marketing is based. The Competitive Edge Marketing Equation has four main components…

First, we must interrupt your prospect.

We must get your qualified prospect to pay attention to your lead generation marketing. Simple enough to say, but a lot more difficult to pull off in real life unless you understand what you’re about to learn here. The interrupt is done through your headline if your marketing is in print… or it’s the first thing you say if you’re marketing through Networking or Media.

The second component is Engage.

Once your prospect is interrupted, it’s critical we give your reader the promise that information is forthcoming that will help the prospect make the best buying decision possible. In other words, it must help facilitate their decision to pick you over anyone else. This is the job of our subhead line. The interrupt is our headline that highlights a specific problem that your prospects are looking for a solution to… and the engage is our subhead line that promises them that you offer a solution to the problem we mentioned in our headline.

The third component we need to include is Educate.

Once we’ve interrupted and engaged your prospect, we have to give information that allows them to logically understand how and why you solve the problem they’re facing. This is accomplished by giving detailed, quantifiable, specific and revealing information. This is typically done in the body copy of your ad. When we educate, we need to reveal to your prospects the important and relevant information they need to know when making a good decision, and that your business… and yours alone… provides it to them. The interrupt and engage hit the prospects emotional hot buttons. Educate is the logic they need to justify picking up the phone and calling you.

The fourth and final component of our conversion equation is your Offer.

Now that we’ve interrupted your prospect based on problems that are important to them… engaged by a promise of the solution… and they’ve examined the educational information that makes your solution real and believable… the last step we need to take is to give them a low risk way to take the next step in your sales process. We do this by offering a free marketing tool, such as a report, brochure, seminar, audio, video or something that will continue to educate them. Your offer will allow your prospect to feel in control of their final decision to call and buy from you.

So our conversion equation is Interrupt, Engage, Educate and Offer and together they equal Market Domination.

Now here’s the problem. Most marketing today only contains two of these components. They interrupt by throwing something at you that’s either familiar like Tiger Woods… or unusual like a monkey or talking pets. Sometimes they like to use both, then once they grab your attention, they make you some type of offer such as “call now for whatever.” They have left out the engage and the educate, and marketing seldom succeeds when that happens. In fact, the only time this type of marketing does succeed is when you can afford to run the ad over and over nonstop for an extended period of time. Plop, plop, fizz, fizz… melts in your mouth, not in your hand… and things go better with Coke have literally been rammed down our throats by Fortune 500 types.

After hearing these slogans thousands of times, of course we’re going to remember them. But how can a small business owner like you that doesn’t have a billion dollar marketing budget successfully market your business.

The answer… you can’t… UNLESS you follow our entire conversion equation.

For more help in marketing your business without spending money on advertising Please download my new E-Book “Generate Leads without spending a Cent on Marketing”

click here http://eepurl.com/bitR9P Generate Leads -

Paul Duncan Marketing and Lead Generation Strategist

P: 0433440881

E: Paul@paulduncan.com.au

http://www.paulduncan.com.au

8 Things You Should Never Say to Customers

Posted on

 

 

mouth_taped_shut

Great customer relationships: Hard to establish, easy to ruin — especially when you say the wrong things.

Here are eight things you should never say to customers (even if you would secretly love to):

  1. “No.” A boss once told me, “Never tell a customer no. Always say, ‘Yes, we can. Here’s what that will cost.’” If you absolutely can’t provide a certain product or service, you can’t, but often you can’t simply because you don’t want to. (In the example above I didn’t want to. What the customer had asked for was certainly possible but would have been a real pain to pull off.) Price unusual requests accordingly: If you can make a decent profit, why not? Making a profit is why you’re in business.
  2. “Are you sure?” Customers are often wrong. Too bad. Never directly doubt their statements or their feelings; all you’ll do is make an already bad situation a lot worse. Instead ask questions or seek to better understand. Saying something like, “Can you walk me through that one more time so I can make sure I can take care of what went wrong?” validates the customer’s position while helping you keep the conversation objective and solution-focused.
  3. “What you should do is…” Don’t tell me what to do. Help me. That’s why I came to you.
  4. “That’s against our policy.” Maybe it is against your policy… but if the customer wasn’t aware of the policy ahead of time, who cares? Any terms or conditions not spelled out in advance are irrelevant to the customer. Imagine you’re a customer who finds out after the fact that special order items can’t be returned — how would you feel? Refer to policies or conditions when the customer was fully aware of and agreed to those conditions; otherwise, find a way to fix the problem. Unstated policies are your problem, not the customer’s.
  5. “No problem.” Maybe this is just a pet peeve, but I’m always irritated when, say, I ask a waiter for dressing on the side and he says, “No problem.” I know he means “yes,” but “no problem” still implies I really am causing a problem. When I’m the customer, I’m favoring your business with my patronage; your business isn’t doing me any favors, so never imply you are. Replace “no problem” with “yes.”
  6. “Let me try to do that…” Customers care about results, not effort. Tell me what you will do. “Trying” creates greater uncertainty, and uncertainty is the kiss of death to a customer relationship. If a client requests an accelerated delivery, say, “I’ll call our distributor and get the best schedule possible.” All you can do is all you can do.  Don’t imply you’re working extra hard on my behalf by “trying.”
  7. “Let me know if you have any other problems.” If a customer comes to you with a problem and you think you’ve resolved that problem, great. But don’t expect the customer to contact you if other issues pop up; follow up a couple days later to make sure all is still well. Solving a customer’s problem meets expectations; following up to see if they need further assistance shows you care.
  8. “I’ll get back to you as soon as I can.” Maybe you will… but in the meantime the customer is left wondering what “soon” means. Always specify a time. If, when that time comes, you still don’t have all the information you need, contact the customer and say so — and say when you’ll follow up again. Customer relationships are based on managing expectations; “as soon as I can” sounds good but fails to set an expectation the customer can count on

 

To your success,

Paul Duncan

P.S. Please remember that at any time you feel ready and qualified to move forward and acquire the professional help that can enable you to build the business of your dreams, just click here and check out my CEC Marketing System™. It’s helping small business owners just like you get the answers and the help they need to build the business they have always wanted.

I created the Marketing System with the perfect combination of online resources, tools and support to get you out of any financial distress you’re presently experiencing… help you get laser-focused on your highest income-producing activities… and help you develop and then apply the fundamentals that build multimillion dollar businesses. click here to see for yourself.

Procrastination-The Killer to Business Success

Posted on Updated on

procr

 

Procrastination –Avoidance of doing a task which needs to be accomplished in place for a more pleasurable one? This is how the Wikipedia defines the meaning..

In my day to day journey helping business owners I define it as the “SHELF DUSTINGS SYNDROME” You may think that dusting is not pleasurable experience, but the point I make is that I find the tasks or jobs that NEED to be done are avoided and replaced with JOBS we THINK are important.IE: “We really need to clean the office” or my favorite “I really needed to check my E-Mails “

This avoidance can start at any age – I came home last week and caught my 15 year old son cleaning his room!!  For a short moment I was proud (whose teenager son cleans his room without being asked?) after some poking I discovered that he should have been studying for an important test the next day. But in his view having a clean room was more important?

20% of people will identify that they are chronic procrastinators and is now part of their lifestyle. I believe we all avoid some things so maybe the other 80% are busy “Shelf Dusting “ and will think about it tomorrow J How do you identify a procrastinator? Well you will find that they avoid doing things in all aspects of their life, including not paying bills on time, late income tax returns or just  leaving Christmas shopping to the last minute.

I have found, in studying and modeling successful business owners and leaders that 100% DO NOT PROCRASTINATE, if some things need to be done, it is done now and not left for later.  Food for thought if you are struggling in your business.

MY 3# main reasons on WHY people procrastinate so much are around..

  1. The FEAR –
  • The FEAR of FAILURE?
  • The FEAR of Success?
  • The FEAR of the consequence of DOING the task/Job?
  • The FEAR of the consequence of NOT DOING the task/Job?
  1. If I don’t make a decision or don’t do the task I cannot be blamed for it
  2. Thrill seekers – I like the last minute rush to finish it..
  • I work better under pressure ( NO one works better under pressure )
  • I will do it tomorrow before the Deadline? (Tomorrow never comes?)

So what are my ways to overcome Procrastination?

  • Be honest on why I am putting it off. Do I have FEAR? Will it be Beneficial or Detrimental to others?
  • Commit to doing it ( to myself or someone else )
  • Prepare – Outline or document how and when I will compete the task or job.
  • Reward – I find that after I complete an important task (that I don’t like doing) I reward myself for a job well done. Could be an early day off work or taking my partner to dinner.
  • AS Nike says – JUST DO IT

I hope this will help you all TAKE some action as I always say..

“Information without action is USELESS”

Stop procrastinating and reading this – NOW GO and do what you have been putting off!!

Paul Duncan

Marketing and Lead Generation Expert

P: 0433440881

E: Paul@paulduncan.com.au

http://www.paulduncan.com.au

 

” 10″ Top Tips on how to be a Great Leader

Posted on

leadership

I recently was asked by a friend in Business “How do I become a better Leader in my Organisation?”

So I thought I would share some tips on how to become a better leader.

  1. TALK ABOUT THE FUTURE- Leaders think about the future and direction the company is going, Keep your team involved in moving the business forward.
  2. TEACH SOMEONE SOMETHING NEW- Be committed to your organisation and the growth of your team. Nothing sends a stronger message than taking the time to teach and communicate.
  3. SEEK NEW IDEAS- Be proactive and look for new initiatives and ways of streamlining operations. Better ways to make work easier for your team and increase efficiency. Ask your team for feedback?
  4. Tell SOMEONE TODAY THEY DID A GREAT JOB- Do not be afraid of praising your team when a job is done well. This encourages trust and loyalty.
  5. BE MAD, THEN GET OVER IT AND MOVE ON– Leaders have passion for the business that can sometimes lead to anger or frustration. You are only human. Don’t let a small challenge waste a good day.
  6. SAY HELLO AND MEET SOMEONE NEW TODAY- Say Hello to all your Team every day and meet someone new in your organisation or alternatively outside your company. It’s guaranteed you will lean something new today that you did not know yesterday.
  7. SAY MORE “YES’S”- Leaders are not afraid to make a commitment and agree on decisions. Find ways of saying YES more often in your business. This proves you have trust in the eyes of your team.
  8. ALWAYS ACTIVE LISTEN- they say “TWO EARS-ONE MOUTH” Many leaders talk far more than they listen. Listen to your team, you might learn something?
  9. BE ENERGETIC- Have enthusiasm and energy each day. This will, transfer to your team- Lead by example and what how your team will change.
  10. HAVE FUN- Business is FUN. Live it and enjoy. People will follow someone who enjoys what they do.Paul Duncan

    Marketing and Lead Generation Strategist

    P: 0433440881

    E: Paul@paulduncan.com.au

    www.paulduncan.com.au

    facebook /paulduncan

    Learn how to generate all the leads your business can handle…

    WITHOUT spending a cent on marketing or advertising