An issue of trust and rapport.

Hi everyone,
Thought I'd post another article before turning in for the evening with a busy week ahead.
I was reminded of an important principle just today and wanted to write it down while it was still "fresh" in my mind.

The principle is an oldie but a goodie and is summed up nicely in the saying

"People don't care how much you know ... until they know how much you care".

My friend sells new cars for a living and outsells all the other salesmen in the dealership where he works.
People come to him and buy their new Toyotas and actually seek him out (often times he is too busy serving customers to do worry about making phone calls in order to chase new leads - a good position to be in).
Why is he so successful?
Simply put, people like him because he cares about his clients and demonstrates this before, during and after doing business.
He keeps the value of the customer number one.
In an industry that often lacks integrity he has shown that integrity is a key ingredient that cannot be ignored when dealing with people.

I can also personally relate to this having worked in a bed store and dealing with customers a few years back.
There is something special about talking with a customer and seeing their needs met as well as making a sale and then having other customers come to you based on recommendations.
Word soon travels, and in my humble opinion referral by word of mouth is the best advertising you can get.
"Lord, may my words be sweet in case I have to eat them"

In the online world the principles are exactly the same, but not being "face to face" can make things more of a challenge.
To build rapport and trust means figuring out the needs of your customer by placing yourself in their shoes and asking the right questions.
It also means sharing something of yourself in order to demonstrate yourself as "real".
This is another reason people will become customers (and send their friends) - personal contact and being treated as important.
Having the cheapest product isn't necessarily going to guarantee lots of sales.
I must admit this may seem like I'm stating the obvious but you'd be suprised how many people in businesses have forgotten this basic principle.