3 Must Haves for Every Client: How to Get Them On-line

Most of us have heard the phrase: “People do business with people that they know, like and trust”. There are countless resources available to help you build relationships and network for your business.  You might read: “How to Win Friends and Influence People” by Dale Carnegie.  We’ve learned how to build relationships during our business and personal lives.  We know naturally how to make friends, how to develop relationships in person.  We have many people who know us, who like us and who trust us.  Stop and think:  Who do you know that falls into all three categories?  How did you develop those relationships?

How can you build these three critical factors into your business online? In today’s world we are very dependent on technology for our basic communication needs.  Email has replaced all written correspondence.  Websites are the new phone books and catalogs used by our businesses.  Social media sites help us to maintain and develop our relationships, to connect with hundreds if not thousands of people.  Many people go directly to the web for their research and make most buying decisions without ever talking with anyone.  How in the world do you get people to know you, to like you and to trust you when they are on the other side of the computer screen?  When they will never talk with you on the phone, when they will never see you in person?  How can they come to trust you?  If they don’t know you, like you and trust you — then getting them to purchase your goods and services can be nearly impossible.

Here are a few brief points to help you develop the three critical factors with your contacts online.  Without all three, your marketing and your business will probably struggle.

Developing the “Know You”:

• Include your picture whenever possible.  Use it in email, on websites, social media sites, wherever you might be found online.
• Be consistent in your look.  All of your online efforts should have a similar look and feel.
• Build the Brand that is you.  It will be with you forever regardless of your business.
• Get a personalized domain email and use it everywhere.  It’s branding.  Brand yourself and your business.
• You and your business should be quickly recognizable regardless of how or where they found you online.
• Build the relationship first — without it you have nothing except a name on a list.
• Use Video to help them get to know you.

Developing the “Like You”:

• Be yourself – Write like you talk.
• Be Professional.  Remember once your online image has been tarnished–it will be difficult, if not impossible to repair.
• Be Helpful.  People will remember that you tried to help them.
• Carry on a dialogue–have conversations online.
• Listen and understand before you jump in. Remember that without the visual and audio clues you get in person, it’s very easy to get the wrong idea about something.
• Proof read and double proof read everything you write online.  A few spelling and grammar errors are all it takes to cross your name off their vendor list.
• Be Friendly.  Treat people online like you would like to be treated.
• Make sure you say it in a positive and professional way.  Consider how it will be received.
• Your personal life and business life cannot be separated online.  That party girl image on Facebook might not be appropriate for your business image.

Developing the “Trust You”:

• They must “Know You” and “Like You” before they can “Trust You”.
• Be true to your word.  Remember the things you say online will be around forever!  You can’t say I forgot.
• If you wouldn’t say something directly to them in person – don’t say it online.
• Don’t betray their trust.  Keep their information private.
• Position yourself as an expert.  Establish your integrity through action.
• Make sure you know what they expect from you and your business.
• Always deliver what’s expected and a bit more.
• Keep in touch consistently.  It takes time and multiple, regular connections to build a relationship.
• Follow up after any transaction to make sure they are happy with your work or product.  If there’s a problem–make it right immediately!

Do you have an example of how you’ve built all three online? Have you met someone in person for the first time, and already had trust in them?  Where do you struggle to build solid and trusting relationships online?  Your comments here will help us all to build better relationships online.

Have a Great Day,
Rusty Lee