This week, I would like to talk about two incidents and share with you the lesson on “trust” in business.
First, there is a female coach who approached me on my Facebook Private Message and her pain is that her offer for her service is low and she wondered how she could raise her value and price. When I asked what services she offered. She said she helped her clients to generate leads on average 200 per day. That sounds impressive to me but I asked her how she got her clients. She said the moment she connected with someone on her Instagram, she would immediately send a “DM”
“ … Your follower growth rate could be a lot better. I just went to your page and noticed that you are using methods that do not work. The methods I use, get me 200 followers a day. I will help you, by listing out the wrong method you use …”
Second, there is a gentleman who approached me on my Facebook Private Message after I added him a few days ago. The first thing that caught my attention is that we do not have any mutual friends. However, after doing my due diligence, I think this is not a scam and thus, I accepted his friend request. Then today, I got a PM from him and in essence, he asked if I could help him by referring someone who is coaches and consultants so that he can help in designing their launching website to get leads and clients. So, I asked him how he got his leads right now and whether he got any results. His only response he is currently getting leads by asking for referrals and he offered to check my website and identify any problems with it so that he can give me some free tips on to fix it. Take note that he did not answer my second question regarding what results he got from his clients so far.
So, why am I sharing these two incidents? Well, these two incidents have one common thing, i.e. lack of trust. Both consultants are literally saying that they are experts so that what you have been doing is wrong and not effective.
In the world of B.A.N.K., probably these two consultants are “Action” and not “Blueprint”. That’s quite obvious to me from my experience using B.A.N.K. for over 6 years. For the first consultant, she was very direct and upfront by telling her new followers they were wrong. However, what she did not do is to warm the followers who are considered cold traffic and she did not add any value first but went ahead to tell them they were wrong. It is perhaps why she’s struggling with her service offered right now.
In the second case, the consultant did not show me any results. For customers who are primarily Blueprint, they need to see results as social proof. So by avoiding the question concerning results, this consultant would not be able to close any customers who are primarily Blueprint.
It’s amazing and yet disappointing to see that there are still consultants out there who are struggling but if they take time to learn how to prospect properly, I bet they would be more successful right now. Anyway, I thought that building trust first is important. Of course, in B.A.N.K., we say there are four ways of building trust:
Blueprint -> Building trust with social proof
Action -> Building trust with the person offering the service
Nurturing -> Building trust by working together
Knowledge -> Building trust by demonstrating that the person offering the service is the only logical choice
So, how do you build your trust with your prospect? Are you struggling with prospecting different types of people?
My gift to you is to take this B.A.N.K. assessment first -> http://mybankcode.com/jackwong and understand why it’s been easy and sometimes no-brainer for you to close the deal with a particular group of prospects and at the same time, it’s been difficult to close the deal with other groups of prospects.
Have a great weekend everyone!
PS : Click here to access my 5 Superstar Sales Secrets
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