Info marketing – how to be a hero and gain your customers’ trust

I walked out of the electronics store fuming. Why did the salesperson think he could bulldoze me into buying five enormous TVs? Not a specific one. He was selling me all five and hoping I’d pick one.

Instead of the generic hard sell, what if he had bothered to walk me through a checklist that narrowed my choices? Or asked me a few questions and created a customized list of the best options for my space, budget and viewing habits? Really… what if he had helped? I would have felt served instead of pressured and might have bought.

“I’m the decider.”

You can bet I’m not the only one who wants to make my own buying decisions. Ever notice that if you push someone to buy they resist? But if you help someone understand your product and how to apply it to their situation, you’ve gone a long way toward establishing credibility and trust.

So, how to create and maintain a respectful interaction with our customers? How about information marketing… When you provide answers to questions, guidelines for choosing or directions for using, people naturally think of you when they’re ready to buy.

You can offer that help on your website or blog, through webinars or podcasts. Or check out designer Chuck Green’s ideas on how to give your customers the information they’re looking for. You’ll sell more and look like a hero to boot.