The economy is slowing down and expected to stay that way. Consumers are thinking twice, even three times, before spending any significant amount of money. Furthermore, according to a recent Better Business Bureau survey, consumers just don’t trust companies anymore and, sad to say, contractors are among the least trusted. And this does not just mean companies they see on TV commercials. Consumers say they have little or no trust in the business they deal with on a day-to-day basis.

That being said, it is now even more important to establish a trustworthy working relationship with clients. Much of the problem is a scary economy and detached corporations making ridiculous promises. But, aside from a threat to business, this is an excellent opportunity to build trust and a lasting client base. Here are some ideas for doing just that:

1. Pick up the phone. We’ve touched on this before. Keeping in touch with clients during the job and after the work is done will instill trust and confidence in your clients. This is not to encourage harassment or phone sales. Just get to know your clients and check back in once in a while to make sure everything is holding up okay.
2. How’s your advertising? Perhaps you can rework your ads – in the paper, on TV, or in the yellow pages – to convey a deeper sense of trust. You want your ad to make clients want to shake your hand. At CalFinder, every certified contractor is interviewed after approval so customers can read a unique company bio, not a cookie cutter version of who you are.
3. Shake a hand. Especially if you don’t use typical advertising avenues, getting to know people and speaking frankly and honestly is key. You want to invoke trust. So make them trust you. Guarantee your work – if it goes awry you’ll fix it.
4. Join the community. Join the association. If you’re shaking hands, then you’re already being a part of the community. In times of economic stress it is the local community that keeps the local economy afloat. Now, there’s no need to run for mayor or city council, but attending community events and mingling may just be the best advertising right now.

Also look into joining associations like the Better Business Bureau, NARI, NAKB, NAHB, and other organizations that give you added credibility and your client the sense that you are serious and dedicated to your trade.

This entry was posted on Thursday, October 23rd, 2008 at 2:16 pm and is filed under Lead Management. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.