Example of your customer saying: “I’m not sure who you are or what your role is about. Can I trust you?”
Well, people do business with people they like, know, and trust.
We take actions based on the credibility we give to others. And we are mostly influenced by actions that are similar to ours.
So before engaging in any activities or discussions, we look for answering these 2 critical questions:
- can I trust this person?
- does this person know what he/she is talking about?
And the reaction we are looking for is a big YES!
This is why you should position yourself as a trustworthy guide helping your customers achieve their goals as them being the hero of your story.
And here are two actionable items you can focus on to overcome the lack of credibility and trust:
Showcase the authority you have in the market
Bring in everything that confirms you know what you are talking about: studies around your industry expertise, the years of experience, brand, reputation, etc.
Share the story of other customers who had similar objections but ended up succeeding with your products.
You could say something like: “I understand how daunting it could be to implement such a new process/tool. But we have recently deployed this at a similar organization to yours with help from our expert teams. We can make this transition as effortless and smooth as possible for you.”