Companies are spoiled for choice these days. When choosing a supplier or managed service provider, the decision-makers in an organisation will have a huge range of different options to consider. The choice can be somewhat overwhelming.
Whatever service your business provides, therefore, you need to work harder than ever to rise above your competition and win the attention of your potential clients. There are several ways you can make your company an attractive prospect. You can of course create the perfect sales pitch, outlining all the unique benefits you can bring to them when you go into business. But the problem is, if your company has a USP, there’s a good chance your competitors will have one too.
So how do you get them to choose you over your rivals? In short, the key is trust. The specific products and services you provide are only a small part of the equation. If they don’t trust you to do a good job and look after their needs then they will never part with their money. They need to have the utmost in you as a service provider. This will not only ensure a guaranteed sale but will also foster long term brand loyalty and repeat business.
To get you started, here are four foolproof ways to win a potential client’s trust.
Be an industry thought leader
Knowing your product or service inside and out is one thing, but are you an expert in your industry? Your potential client will want you to be as one with the business landscape, attuned to its changes and whims. You should be a thought leader to whom all the other companies in your industry look up to and imitate. To achieve this status, you should be a content creator. Use your blog or social media accounts to create and post educational, original content that showcases your expertise.
Make them feel safe
Any client will want to know that you are a safe pair of hands. They need to be assured that their data is safe, and their money is being put to good use. For a start you should have strong cybersecurity protocols in place, such as password managers and endpoint detection and response (https://www.sapphire.net/mss/endpoint-detection-response/).
Before they have made a decision, your prospective client will want lots of communication with you to answer questions and negotiate figures. No matter how busy you are, you should always make time to be available for them. This sets their expectations for the future of your relationship down the line so make a good first impression.
Your product or service might not completely match your client’s needs or expectations. This isn’t necessarily a problem, as there may be adjustments you can make or alternatives solutions as a workaround. The important thing is that you are upfront and transparent. If they suspect you are being evasive or trying to hide something, then any trust you have thus far built will immediately go out the window.