In order to gain and maintain trust, it is critically important (remember that all-important word, empathy?) that you understand “Your Buyer’s Journey”.
Every buyer goes through three stages with virtually every purchase. The more connected you are the more trust you build. The more you can show them you are on the same path emotionally and logistically as they move from stage to stage, the more likely they will trust your motives and their instincts to purchase.
Remember this: If they could (buy), they would (buy). And while it is up to them to decide, your role as an advisor and empathetic cheerleader is crucial to help them remain focused and comfortable through the journey. Understanding which stage they are in and what that requires from you makes all the difference.
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