Borrowing Their Car

It’s an old and overused adage, but people do business with people they know, like, and trust.

For new business owners, we’ve got to remember that the process of developing trust is exactly that: a process. We need to know that this is not something that happens overnight. It takes a while to develop a quality relationship.

With this in mind, we’ve got to make sure that the things we’re asking of our clients are proportional to the amount of trust that we’ve developed, Just as we wouldn’t ask someone we’ve just met to borrow their car, we can’t come right out the gate and ask a newly encountered prospect to buy from us or schedule a service.

But we can ask them for their email address, and use that small bit of trust to nurture a relationship which can, eventually, grow into a sale.

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