Every time a potential customer has contact with you or your company, an expectation has been set as to how the business relationship is going to work. If a website promises 24/7 technical support, it creates an expectation. Or if you promise installation within 24 hours, the customer now expects it. Why? Because you told them to!
It’s been said many times that prospects must feel they can trust you before they will buy from you. But what does “trust you” really mean? It’s simple really. Prospects need to know they can depend on you and your company to do exactly what you tell them you will do. It’s nothing more than that. When they believe you will fulfill your commitments, you have created the trust needed for them to buy. If you over- promise and under-deliver however, you may lose the opportunity forever. (more…)
