ity and communicate how your expertise will benefit them, your potential client is more willing to take a risk and engage in learning how your services will help them.

Tips: Use testimonials or case studies from past clients to demonstrate how you've helped people. If you represent a well est

I was recently asked, “How do I market my business which is based on the client's trust in me, rather than selling a service?” This is a concern of many service-based companies that do not have a tangible product. These companies have to gain the trust of potential customers first before converting them to paying clients. Trust can’t be faked so the message you are sending must be sincere. Just like with anyone, trust has to be earned. To earn the trust of potential clients, you must focus on building your creditability. Creditability in your client eyes may be that they feel you know what you are talking about, that you represent a reputable firm, and that you have demonstrated your knowledge or experience.

Trust is also established by building relationships. It may take a few conversations before that person will warm up to you. Having past customers vouch for you is very important to establishing trust. Have you seen commercials where actual customers talk about their experience with a product or service? This is that company’s way to creating trust because you hear from real people and not some clever ad trying to persuade you to buy. So if you market your creditability and communicate how your expertise will benefit them, your potential client is more willing to take a risk and engage in learning how your services will help them.

Tips: Use testimonials or case studies from past clients to demonstrate how you've helped people. If you represent a well est

them to paying clients. Trust can’t be faked so the message you are sending must be sincere. Just like with anyone, trust has to be earned. To earn the trust of potential clients, you must focus on building your creditability. Creditability in your client eyes may be that they feel you know what you are talking about, that you represent a reputable firm, and that you have demonstrated your knowledge or experience.

Trust is also established by building relationships. It may take a few conversations before that person will warm up to you. Having past customers vouch for you is very important to establishing trust. Have you seen commercials where actual customers talk about their experience with a product or service? This is that company’s way to creating trust because you hear from real people and not some clever ad trying to persuade you to buy. So if you market your creditability and communicate how your expertise will benefit them, your potential client is more willing to take a risk and engage in learning how your services will help them.

Tips: Use testimonials or case studies from past clients to demonstrate how you've helped people. If you represent a well est

ou are talking about, that you represent a reputable firm, and that you have demonstrated your knowledge or experience.

Trust is also established by building relationships. It may take a few conversations before that person will warm up to you. Having past customers vouch for you is very important to establishing trust. Have you seen commercials where actual customers talk about their experience with a product or service? This is that company’s way to creating trust because you hear from real people and not some clever ad trying to persuade you to buy. So if you market your creditability and communicate how your expertise will benefit them, your potential client is more willing to take a risk and engage in learning how your services will help them.

Tips: Use testimonials or case studies from past clients to demonstrate how you've helped people. If you represent a well est

rtant to establishing trust. Have you seen commercials where actual customers talk about their experience with a product or service? This is that company’s way to creating trust because you hear from real people and not some clever ad trying to persuade you to buy. So if you market your creditability and communicate how your expertise will benefit them, your potential client is more willing to take a risk and engage in learning how your services will help them.

Tips: Use testimonials or case studies from past clients to demonstrate how you've helped people. If you represent a well est

ity and communicate how your expertise will benefit them, your potential client is more willing to take a risk and engage in learning how your services will help them.

Tips: Use testimonials or case studies from past clients to demonstrate how you've helped people. If you represent a well established firm, market the firm’s history and accomplishments in helping people like you want to serve. State facts and statistics in your marketing messages that are relevant to your target audience. Create your own unique selling statement that separates you from competitors.

Work on developing deeper relationship with potential referral partners. Word of mouth advertising is very powerful. Launch a word of mouth campaign by requesting that your current and past clients tell at least 3 people about their experience with you. Lastly, read the book by Stephen Covey on the Speed of Trust. It talks about traits of highly trusted leaders and how to create trust in the relationships you have.