3 Ways to Build Customer Trust

Establish Credibility

Before you move into discussions about project parameters, timelines and other details, you need to establish credibility with your customer. Testimonials, examples of past projects, how much experience you have, and how long your company has been in business can all help you build trust and credibility.

Where possible and where it makes sense, share this information online via your website and social media accounts. The final push to establish credibility can take place in person or over the phone by sharing a brief overview of who you are, what you do, and your general qualifications with each potential customer.

Ask Questions.

You can’t know what’s best for your customers unless you ask them relevant questions that help you understand not just what your customer wants, but why they want it. Once you do that, you can best advise them on how to balance their needs, wants, and budget. Some of the questions you may consider asking include the following.

• What concerns do you have with your current [roof, water treatment system, etc.]
• Why do you want to have this project done?
• Why now?
• What led you to choose my company?
• Do you have any concerns about the project in general?
• Would you be more comfortable making monthly payments or paying for the entire project at one time?

Be Transparent.

It’s easy to build and retain a customer’s trust when everything goes according to plan. However, being transparent about issues as they arise can help strengthen and maintain that trust. To ensure full transparency with your customers, let them know…

• How to contact you.
• When you are available.
• Project updates.
• Project delays/changes.
• Various options you provide that meet their needs.

Building trust with customers can help ensure a smoother sales process, as can offering financing to every customer. See how Foundation Finance can help or contact us to learn how we can help you close your next sale.