Book Yourself Solid, 3rd Edition

Module TWOBuilding Trust and Credibility

To be booked solid requires that you are considered credible within your marketplace, that you be perceived as likeable, and that you earn the trust of the people you'd like to serve. Now that you've got a solid foundation, it's time to look at how to develop a strategy for creating trust and credibility so that you stand out from the crowd and begin to build relationships with your potential clients. Your strategy will be based on:

• Becoming and establishing yourself as a likeable expert in your field.
• Building relationships of trust over time through your sales cycle.
• Keeping in touch with clients, potential clients, and referral partners.
• Developing brand-building products and programs.

In the first module, you spent time contemplating the people you want to serve, how best to serve them, how to express yourself uniquely through the services you offer, and how to talk to people you hope to serve about how you can help them. Now it's time to step things up a notch and look at what you have to do to earn the trust of the people you're meant to serve.

As before, I walk you step by step through the process and you'll begin to see that marketing and sales doesn't have to be so hard after all. In fact, I think you'll find that it can even be exciting and fun.