70% of the purchase decision is made before a prospect talks to a company.*
What is your business doing to convey trust?
Multiple studies have shown that consumer buying patterns have shifted over the last decade. Today, consumers (both in B2B and B2C) go online to research companies, read reviews and verify credentials before they call you or complete your online form.
What are they looking for? Today, consumers want to know that you can be trusted. Without trust, nothing else matters.
To measure the trustworthiness of your brand, take a look at your reputation. In his book, "The Speed of Trust," Stephen M. Covey suggests you ask yourself the following questions to gauge your marketplace trust:
- Does our brand have integrity – do we have a reputation for being honest and willing to face everything head on?
- Does our brand demonstrate good intent – are we perceived as being focused on serving our customers or simply as being out to make a profit?
- Does our brand have positive connotations – do people associate the brand with excellence or irrelevance?
- Is our brand associated with results – do our customers feel like we deliver what was promise?
When customers trust your brand, they act differently. They will buy more, refer more and give you the benefit of the doubt.