B2B Lead Generation | How to Gain Customer Trust

This past January, our reader count was about 38,000. As of yesterday, it was 61,450. A huge thank-you to each and every one of you. Our popularity is due to you - not me. And we’re in the path of Irene - hope you are okay.

Guy Kawasaki, Author of Enchantment, (read our review of Enchantment here.) recently presented how to gain trust withcustomers.

His thoughts match ours, so I wish to share with our readers. (Our mantra at Find New Customers is “Always Be Helping.” - which matches “Default to Yes”)

Watch Guy here.

In this video clip, Guy explains the three things needed to earn trust:

Trust others first
People will not trust you unless you trust them first.
One business example is the Amazon Kindle. You can buy a book on your Kindle and return it within 7 days for a full refund. Could you read it and return it? Sure. But Amazon trusts you not to. Zappos had the crazy idea of selling shoes to women, but they could not see them in person or try them on. But Zappos offered free shipping both ways - trust. Their business exploded!
Be a Baker and not an Eater
An eater sees a pie. I eat it and you don’t. It’s zero-sum game. A baker sees an endless supply of pies - larger and better than before. Trust-worthy people think like bakers.
Default to “Yes”
This is my personal favorite. Our business tagline is Always Be Helping. The idea is to answer every request with “Yes.” Can people take advantage of you? Yes, they can, but will they? Guy said in over two decades of doing this, he could count bad experiences on his hands. It’s just not a big deal. And for the very few who do take advantage, don’t bother with them.

What do you think of these tips? Have you tried them? How have they worked for you? We love comments and people who share our content.

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Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. To contact Find New Customers, please call (516) 495-9350 or send an email to sales at findnewcustomers.com.

Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.

“Find New Customers can certainly help your business dramatically improve the flow of sales-ready leads to salespeople.” Paul Dunay, Buzz Marketing for Technology.