How to build digital trust
MTI Selling
It is an indisputable fact already that trust with the customer is built by digital means and that the current reality has leveraged this type of relationship processes. Personally, I see it every day in projects I lead in MTI Selling, with outcomes that exceed forecasts.
Now: Let’s talk about numbers
Did you know that 84% of CEOs and VPS use social media to make buying decisions (IDC)?
To this piece of data, I add this one: 98% of companies do some sort of online search to choose the supplier (Forrester).
And also, this one: The customer goes through 57% of their buying journey before engaging with a business executive (HBR).
Meet 3 elements that build digital trust
There is no second chance to give a first digital impression.
1. Digital Image (time: 2 seconds):
- LinkedIn profile.
- Contacts in common.
- Relationships.
- Company’s website.
- Company content.
2. Communication (time: 10- 20 seconds):
- Precision in communication.
- Messages by LinkedIn.
- Presentation email.
- Call.
- Minutes of agreements.
3. Company’s experience:
- Success stories.
- Names and number of customers.
- Years of experience / No. of solutions.
- Diagnostics.
- Trend studies.
If you want to see better outcomes, you should not lose sight of these 3 elements in your strategy.
Remember that it is about conquering and building a sustainable relationship over time with your B2B customer and that the gateway to conquest is digital.
Is it difficult for you to carry out this in your company? In MTI Selling we make it possible.
If you want to know how in MTI Selling we can support you with our strategies of demand generation and positioning with tailored digital selling, I invite you to watch this video and follow us on YouTube and LinkedIn.
