From the first day I started in my direct selling and home-based business journey, I came across the mantra that customers by from people and brands that they know, like and trust. That was something that I took for granted as an average consumer but when I think about it, I do shop according to these principles as well. There are certain brands that I will not touch because one or all of the factors are not there.
Now as a newcomer to the industry and as a new business in my market I need to hit all three of these points if my business was going to grow in a positive direction. This is how I am working on nailing it down:
The Know Factor: When I decided to join my company, I didn’t know any other representatives in my area and I didn’t know the people in my community beyond the cordial greetings. So to ramp up the know factor, I invested in non-pushy, non- confrontational marketing. I placed a clearly visible sign outside my house to let the neighborhood know that I’ve started a business. I participated in vendor and community events. I took out an ad in various community newspapers. I introduced myself to other local businesses and other direct sellers of other companies. The point was to get my name and business known and to be at the top of my target customer’s mind.
The Like Factor: This is little trickier because not everyone will like you (or me for that matter). But I find that keeping true to myself works best. I love finding out interesting tidbits about people and slowly building relationships. I find that some customers may instantly take a liking to me, while others make take some time to warm up. Either way, I always make time to get to know my potential customers and they get to know me. Always being in selling mode is a great way to be unlikable.
The Trust Factor: Direct sales is all about selling, and while sales and my personal quota matter, I would say that building trust comes first and then the sales will follow after. To give an example, one of my regular customers wanted to purchase a certain item which I knew she would not be happy with. Instead of going ahead with the sale, I advised against the purchase (for which she was grateful for). Now while I lost out on that sale at the moment, I’ve built a level of trust with my customer to the point where she knows that I am not just a sales robot, but that I am a business owner who has her best interest. To this day, she is still one of my larger order customers.
What about you? How do you develop your know, like and trust factor? Let me know in the comments below or you can connect with me at Melissa@rockinghomebusiness.com
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Wishing you success,