Relationship Marketing is About Building a Bridge to Trust
The gap in a Prospect’s expectations and what they perceive you provide is the reason a relationship doesn’t form. But maybe there isn’t a gap, just a lack of clear communication. Does it require a “You Show me yours and I’ll show you mine” exchange? How does that occur?
If the Visitor comes to you first, you have to show yours. The website is not enough. It doesn’t say what you are and most sites don’t even tell who runs the company.
At the essence of a relationship you are going to agree on some core values, align in your objectives and trust each other. Getting to the bottom line is the essence of Relationship Marketing.
Giving the Prospect Free Information on what he needs to solve his problem and who you are is a good start. Invite him to step out. A lot of times they won’t do it on the first touch so you have to follow up; maybe 10 or 12 times.
If you are providing information and giving the Prospect a feel for your expertise and your desire to have a relationship, this may build the Trust he needs to meet you half way. This is the way Prospects want to build their relationships.
Think of it as dating someone that is not very open.
From all the Providers they encounter they will select the one with which they feel best aligns with their organization and objectives.
So you can aggressively provide your Knowledge as a Free Trial for your Prospects to learn more about you.
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