Customers not buying from you no matter how hard you’re working, no matter how much work you’ve put into your product?
You’re not alone.
Thousands of info product creators, marketers, coaches and wantrapreneurs are trying to convince potential customers to buy their stuff every day.
And some – in fact more than just some – of them are doing nothing more than selling modern-day snake oil.
So how does a customer know whether you’re the world’s best <insert your thing here>, or the world’s best purveyor snake oil?
How do they know that can trust you with their money, with their time and with their attention?
Ultimately trust is a psychological bond between individuals. At the end of the day, there’s a real person at one end of the transaction getting their credit card out, and they want – need – to know the person at the other end of that transaction has their best interests heart.
So here are three key behaviours employed by successful marketers to help increase customer confidence and likelihood of generating a sale from the relationship. Trust doesn’t happen overnight, it takes time.
Has someone ever done you a favour and you felt compelled to help them out when you next had the opportunity, even if it was a much later point in time?
That’s the concept of reciprocity in action.
As an online marketer there are numerous ways you can provide value up front to a prospect, which in time will convert some of them to customers once they see the value you are providing.
Here’s just a few ideas, depending on what type of products you offer:
- blog posts or giveaway eBooks full of free, relevant, legitimate value that stands on its own;
- podcasts and interviews with luminaries relevant to your target audience;
- free appraisals, assessments or initial consultations;
- survey results with insights relevant to your target audience;
- infographics and slide decks; and
- free templates and checklists.
Not that sort of commitment.
Micro-commitments can be a significant step to garnering larger commitments over time.
Micro-commitments are lower-risk, lower obligation commitments that start a relationship of buying into what you have to offer and giving you the opportunity to earn more trust by the value you provide.
Examples of the types of commitments you can construct that help build a strong foundation of trust include:
- opt-in to a mailing list offering regular, valuable content;
- gaining a Facebook page like or follower on Twitter;
- getting a social share;
- download of free giveaway eBooks and tools; and
- participation in a free trial period.
Help them Understand Your Why
You need to watch Simon Sinek’s famous Start with Why presentation.
In short, people won’t buy from you because of what you’re doing, or even how you’re doing it. They’ll buy from you when they buy into the why you’re doing what you’re doing.
So, weave that into your messaging wherever you can.
As you communicate help your customers get to know you, and get to know your why and why that’s important to you.
Soon enough they’ll buy not just because what you offer solves a problem, but because they are buying into you and what you are doing for them.
Trusttd’s why is simple – we believe that genuine marketers who care about their products and their customers deserve to be recognised and trusted, and have that recognition help them make more sales.