If you're feeling stuck trying to generate new business, you're not alone. But here’s a mindset shift that could change everything: Instead of building a sales process, start building a trust process.
Why? Because when you build trust, sales become a matter of timing—not persuasion. Trust opens the door to conversations, follow-ups, and ultimately, the decision to buy. It's not about pushing a product; it’s about creating a relationship where the other person feels safe saying “yes”—one step at a time.
Think about it. Every successful business interaction is a series of micro-yeses: “Yes, I’ll take your call.” “Yes, I’ll check out your info.” “Yes, I’d like a proposal.” “Yes, let’s schedule that demo.”
These small wins are only possible when trust is present. And when you're seen as a helpful, consistent, and trustworthy resource, your long-term value skyrockets.
So how do you build a trust process? Here's a simple framework: Known. Loved. Trusted.
Known
Start by getting on their radar.
- Join trade organizations
- Connect on LinkedIn
- Encourage company page follows
- Make a warm phone call
- Send a thoughtful email sequence
- Track and respond to email engagement
Goal: Book the first appointment.
Loved
Now, deepen the relationship.
- Offer a free consultation
- Share a helpful video or educational series
- Stay in touch with warm, friendly follow-ups
- Talk about your mission and values
- Highlight your community involvement
Goal: Build connection and earn the right to keep in touch.
Trusted
Finally, earn their confidence.
- Use video testimonials to show real results
- Demonstrate credibility
- Be warm, smile, follow through, and follow up
Goal: Become the obvious choice when the time is right.
So, are you a business stuck trying to grow? Maybe it's time to stop chasing sales and start earning trust.