Develop trust with prospects faster and win more satisfying sales

By John Corban

When you first meet a prospect, they don’t know you and will likely have their guard up while discussing their needs. An indication of this is when you ask them how much they have to spend and all you get is silence or they have no idea.

So, your first intention should be to build a relationship with a client, which means having their best interests at heart. I will discuss how to make a potential client trust you faster in this article. Even if your quote is more expensive than others, they trust you will deliver what they want.

Don’t be in a hurry
The first step is to ensure you have enough time to spend with clients. They will be spending a lot of money, so choosing the right landscaper is important. Limiting your time is not a good strategy as you will rush through the meeting and leave an empty impression. If you always spend around one hour in a meeting, allow two hours in your calendar to ensure you don’t rush (it doesn’t mean you have to spend two hours).

Long term relationship
Think about this potential client as a long-term relationship. You may build a garden for them once, but they will potentially mention and recommend your company to friends, associates and neighbours in years to come. By viewing a client as a long-term supporter of your business, they will sense you care and want to deliver a great result they love.

So, contrary to what most people think, the most powerful way to be in control of a conversation is not having the gift of the gab or talking your prospect into submission. Be understanding, guide the conversation with questions, and listen while looking at the prospect. It also means being responsive to their needs and being willing to go the extra mile to help them achieve their goals.

Always behave in an ethical way
Demonstrate through your words and actions that you have the client’s best interests at heart in every decision they make. This may mean turning away business, suggesting better alternative solutions or challenging a client’s misconceptions rather than brushing them under the carpet. Always act for the long term rather than the short term.

Being vulnerable (it’s not what you think it means in this context)
Allow yourself to be mildly vulnerable early in the relationship, allowing the prospect to relax and feel more comfortable with you. An example would be if you didn’t have an answer for a question they had and needed to come back with an answer. Vulnerability is not about being weak and emotional, it’s about being authentic, natural and human. Communicating this way sets the tone for the client and allows you both to be more open with one another and build trust much faster.

Ensure you discover the prospect’s pain points
This is a critical part of the sales meeting because everyone will have some pain points that must be discovered and addressed. Take time to find out the major reasons why the prospect wants to change their garden, as the major emotional points, when addressed and included in your solutions, will help create a powerful connection.

Commitment
Ensure that if you give the prospect a meeting time, be there on time. This should also apply to plans and quotes, future meetings and promising to research a product and be in touch by a set date. Delivering on what you have promised will build trust and shouldn’t be taken lightly.

Don’t view a sale as a quick short-term filler that boosts your bottom line. Instead, see the potential client as a long-term relationship. If you approach each meeting (once qualified) with authenticity while keeping the client’s best interests at heart, trust, and the relationship, should develop into a satisfying experience.

John Corban
Business Coach for Landscapers, Horticulturists and Nursery owners
Mob: 0433 27 1980
www.landscaperscoach.com.au