Transcript of a sales & marketing training video by Colin H.A. Sprake (Make You Mark) explaining the concept of a "relationship trust line" between prospects and sellers. The speaker argues that building trust before purchase lets clients pay 10–20% more, emphasizes not breaching trust, and outlines multiple channels (email, mail, phone, social, newsletters, meetings) and the need for increased touchpoints (from typical 5–7 to 9+) during conservative markets. The piece is instructional and targeted to business owners seeking to grow sales through relationship-building.
Welcome to make youe Mark's series on sales and marketing. We're a sales and marketing company based in Vancouver, Canada. I'm going to take you through some key things to assist you with growing the sales and marketing in your business. So sit back, relax, get a pen and paper out. Because it's all about great knowledge that can assist you with growing your business. Visit us@mymsuccess.com and we'll go from there because there's lots of information@mymsuccess.com today I'm talking to you about our relationship trust line. Very, very important in terms of assisting you in growing your business. On the left hand side of the line, we have a prospect. A certain portion like 90% of the way down the line is the time to buy. If clients only buy from you on price, there's a reason for it. You want to know what that reason is? Most of the reason is because you don't have a relationship with them. If you have a relationship with your client that you build before they come to buy or decide to buy, most of the time, guess What? They'll pay 10 to 20% more for your product or service. 10 to 20% more. Why? Because they trust you. The most important part is also remember, if you breach that trust or break that trust, it destroys that relationship. How do you build that relationship with these prospects? Many ways, of course. There's email, there's mail, there's phone calls. There's so many different ways. Social networking. What other ways can you think of? There's so many ways to build relationship newsletters. And please remember, if you do send out newsletters, they need to be informative not about your ego, but about your client's ego. How you can help them to build their business, tools they can use in their business. It's not about what you have done and how fantastic you are. It's about how fantastic you can make them. So how do you build this relationship? Remember, it's typically five to seven points of contact in marketing. Currently those points of contact are +9. Why is that? Because people are conservative. People are holding on to their money currently. So there's a lot more relationship building that you have to do. So ensure that when you're building relationship that you're doing a great, effective job of doing it. There's so many different things, other things you can put in here, meetings, actually meeting with people and really building relationships. So when they come to buy and make that purchasing decision, the only person they're going to choose is you. They're going to choose you to have a relationship with you when they become a client, what happens? Or when they buy for the first time, it goes back to the beginning and you treat your client in exactly the same way. You keep on building that relationship with them to to drive the business forward. Never stop building relationship. Relationship is key in your business. Enjoy watching these videos that we put together for you. I'm Colin Sprague from Make youe Mark Training and Consulting, where we really are focused on assisting you, the business owner, to get the most out of your sales and marketing. Keep watching these videos. You'll find us@mymsuccess.com or search for us under Colin Sprake S P R A K E And enjoy watching these videos to help you grow your business. See you on the next session. Thank you.
