Building Know, Like, Trust relationships
For many small and medium size businesses, it is very unlikely that your prospects will have much top-of-mind awareness of your company or your product/service. Large companies have brand recognition going for them. And in many ways, 'knowing is half the battle' when it comes to prospecting for new business opportunities.
So, how do we, first, help our prospects get to know us, then, get them to like what we are offering, and ultimately, trust us enough to consider buying?
Consistent top-of-funnel prospecting
Create Awareness
Develop Rapport
Pique Interest
Consistent follow-up with interested prospects → book appointments
Consistent follow-through from sales
Why we need humans in sales
All of these strategies are directed at people driven by people. The goal is for two companies to establish a business relationship but the decisions and conversations are still owned by people.
Relationship building requires grit
It took heritage brands a significant investment of time, talent, and treasure to establish themselves in their markets. Considerable resources are required for us to achieve the same. There are no snake-oil softwares or silver-bullet solutions for achieving this in niche, high-ticket B2B sales.
