Imagine walking into a farmers’ market. Like many other visitors making their way through the stalls, you’ve become increasingly concerned about where your food comes from and the techniques used to grow it. The farmers’ market offers you a distinct advantage because here you can actually speak with the people who grew or raised the food you’re looking to buy. You can ask them questions.
You approach the first stall. The farmer offers a variety of foods — fruits, vegetables, and even a bit of meat and cheese. You try to ask some questions about what pesticides were used when the plants were growing, what the animals ate, and whether or not the chickens were allowed to roam. The farmer seems annoyed by your questions. He gives you gruff, brief answers that don’t really address your concerns but seem focused instead on getting you to make a purchase or move along.
The next stall is similar, except you note that the prices are about 10%-20% higher. Still, you reach out to the farmer behind the counter and start asking questions. What a difference! The farmer comes out from behind the counter and tells you all about the methods he uses to grow and raise his different livestock and crops. He explains what safeguards he has in place to protect the consumer’s health and the experience he has in the field.
The time comes for you to make a purchase. Who are you more likely to buy from? Is it the farmer who just pushed you to buy or the farmer you’ve begun to trust because of his helpfulness, even if he does charge a few cents more? For most people, the answer is going to be the second. When people form bonds with merchants and begin to feel as though they can trust them, they become increasingly likely to buy from those vendors. This same concept should be incorporated into all your marketing campaigns.
Helping to build a relationship of trust
Becoming a source of answers and an authority in the industry for potential customers is a critical part of building this relationship. This often involves building plenty of valuable content online that customers can turn to when they have questions. Content that adds value helps customers begin to trust a company, their products, and their knowledge of the industry. When a single company has the answers a customer is looking for time and time again, there’s little question who they’ll turn to when they’re ready to make a purchase.
One way to build this kind of relationship is by working to become a regular community figure. Look for events or people you can sponsor to help get your company name in front of potential customers on a regular basis. Being available in person to answer questions for potential customers is one of the best types of marketing.
You should similarly take advantage of networking opportunities and work to establish friendships with many other professionals. As you nurture these relationships, remember that you’re building for the future, too. Even if you don’t get any immediate sales from a contact, they’ll be far more inclined to turn to you in the future if they know you’re someone they can trust.
Taking the time to build relationships with potential customers — by answering their questions, providing them with quality content, and even forming friendships — is a wonderfully easy way to grow your business. People naturally turn to the people they trust in business, so follow the same rules as the helpful farmer in the farmers’ market, and begin to improve your own marketing techniques.